At the SAMA conference referenced in earlier postings, we asked a couple of interesting questions:

1. Do you consider yourself to be customer focused?
2. How do your presentations reflect your degree of focus on the customer?

You can predict the answers to the questions in our discussion. Overwhelmingly, the answer to question 1 is "YES". Overwhelmingly, the answer to question 2 is "Not very well".

Why is that? For most of us, we have been trained to develop really thorough presentations about ourselves. We may even have templates we are required to use, and in most cases these templates have little or nothing to do with the customer.

We can change this!