Selling Solutions vs Solving Problems

Toggle fullscreen Fullscreen button


so a lot of the time when we first

interact with people and ask them to

come up with problems that they want to


they often name a solution because they

have a preset idea of the solution and

hence they never really have thought

through to the problem to which this

that was a solution

so I teach dozens and dozens of students

and every year and one of the exercises

we have them do is try and formulate a

solution to a policy problem so we do

the exercise of start by writing down

the problem what is the problem that

you're trying to solve then we do the

exercise of write down one solution to

your problem that's easy they all can

write down one solution to their problem

and then comes the hard part of the

exercise that differentiates whether