3 Reasons Why Engineers and Scientists are Today’s Revenue Winners?

For decades engineers and scientists have physically reacted to having to “sell” – what could be less noble?

Engineering and Science are “TRUE” professions with rules, disciplines, common language, integrity and a commitment to a higher purpose than selling one more widget or used car.

“Revenue Science™” driven by today’s technology, has changed everything for all of us but for no one more than for those in the science/engineering world.  Let’s look at three of those changes that put those science based professionals at the head of the “Revenue Generation” pack.

Reason 1 – the technology has created a “transparent” world where there is no place to hide.  Engineers and Scientists have been transparent for hundreds of years.  After doing research, building a prototype or assumption testing, they publish their results and seek input from their whole community.

Today’s “Revenue Generation” requires transparency because it is the critical element to trust and no one wants to do business with someone they don’t trust.  The internet means every buyer can study sellers without leaving their office.  Buyers can investigate the company, the leadership, the past customer relationships and future plans.  Based on the buyer’s investigation, if there is enough trust they take the next step to personal communication.

Engineers and Scientists crave transparency and detest subterfuge.  They live their lives and run their companies in ways to be visible and trustworthy.

Reason 2 – buyers often do extensive reviews of the sellers and their products likelihood to satisfy the buyer’s goals.  If the seller makes the buyers short list, a conversation (electronic, voice-to-voice or face-to-face) follows, where buyers and sellers explore each other.  The seller must understand the problem driving the buyer, how the buyer will measure success, and the buyer’s resources supporting the solution.  The seller needs the buyer to clarify, define, and measure everything necessary to achieve a high value outcome.  The buyer wants the seller to simplify the offer, confirm the buyer will be safe, assure an experience with no surprises, and to get an outcome that at least covers the basic outcome requirements.

When engineers and scientists get to this “conversation” stage with buyers, they shine.  Their whole lives they have measured, defined, clarified, verified, tested assumptions and developed joint SOWs (Scope of Work) to satisfy the value requirements for both parties.

In the 21st Century, even building a clear and high value Joint SOW is not enough for web enabled buyer’s – the seller must be able to prove they can deliver what the SOW promises.  Scientists and engineers excel at methodology, tools, project management, gated delivery and staged sign-offs, assuring both an accurate and timely delivery.

Reason 3 – today’s wise buyer demands more than just a one-time transaction.  Anything purchased today for a human or an organization is changing before the contract is approved.

Engineers and Scientist not only know change is real and constant, but their skills and knowledge predict both the speed of that change and likely outcomes.  We are all going to be impacted by “The Internet of Things,” AI, Predictive Analytics, and Robotics to name a few.  These drivers of change are individual products/services, but they get applied in today’s world of complex and connected systems, where individuals and business operate.

Engineers and Scientists have spent their lives looking at the systems and the parts that make them up.  When a buyer is seeking anything important, the more this purchase makes every future decision and purchase safer, faster, and at lower risk, while producing a bigger return, is like winning the lottery for the buyer.

Buyers who find this type of partner who they trust to deliver complex constantly changing things, will seldom change partners without great provocation.

Engineers and Scientists fill this role of a partner who helps the buyer get what they want today and long into the future.

That partnership of creating great value for both parties keeps the “Revenue Generating” Engineers and Scientists successful and happy.