In the dynamic world of Salesforce consulting, many professionals aspire to make the leap from consultant to solution architect. However, this shift requires more than just acquiring new skills – it demands a fundamental change in mindset.
While it may seem unusual, the key lies in moving away from the function-centric mindset typical of consultants and embracing a broader, more strategic perspective. This approach, though unconventional, holds the power to unlock new opportunities and drive professional growth. Join me as I explore the essential mindset shifts that can facilitate your journey from consultant to solution architect.
Shifting from ‘How’ to ‘Why’
When we start asking ‘why’, we’re essentially peeling back the layers to uncover the motivations and intentions behind user behaviors. This shift in perspective is incredibly powerful, particularly in optimization projects where the goal is to enhance and streamline processes. By prioritizing the ‘why’ and asking questions, we prompt users to re-examine their process, shedding light on inefficiencies and areas for improvement that truly resonate with users’ needs and objectives.
One of my favorite techniques to determine the direction is The Five Whys. It involves repeatedly asking ‘why’ (usually around five times) to uncover the root cause of an issue. While originally from the Toyota Production System, it’s widely applicable, including in Salesforce problem-solving. The number of ‘whys’ may vary based on complexity, but the goal is consistent: to systematically probe deeper and address underlying causes effectively.
In this example, using The Five Whys technique helped us discover the real reason behind the inaccurate revenue reports: compliance with data entry guidelines. If we hadn’t asked those ‘whys’, we might have focused only on making the reports more accurate. However, by asking the ‘whys’, we identified a fundamental problem within the data entry process. Our approach shifted towards implementing mechanisms to ensure compliance with data entry guidelines. This could include measures such as required fields, formula fields to automate calculations, and even customized screen flows to streamline data entry processes.
Shifting from ‘What Can Be Done’ to ‘What Should Be Done’
To ensure project success, we need to prioritize tasks based on their importance to our business goals rather than just what’s technically feasible. Sometimes, stakeholders give us a long list of requests, and it’s tempting to jump into them right away. However, doing this without a clear plan can lead to a big mistake: creating solutions on the fly or ad hoc.
When we do this, we end up with disjointed components that don’t fit well together, like decorating a house without a plan. This approach can create technical debt over time, making it harder to maintain and upgrade systems. So, it’s crucial to tie requests back to our business goals consistently. This ensures that each task we undertake helps move our organization forward.
I’ve been using a method called The Problem-Outcome Scale for a while now, and it’s been very helpful in sorting out what we should focus on. Here’s how it works – when someone brings up a request, I ask two simple questions:
- “What problem are they trying to solve?”
- “What outcome are they aiming for?”
Once I understand these, I rate how well their request fits with our business goals on a scale of 1 to 10. If it’s high on the scale, it means it’s closely aligned with what we’re trying to achieve, so we prioritize it accordingly. This way, we make sure we’re always working on things that really matter to our business.
Shifting from Feature Selection to Business Analysis
Understanding that not all Salesforce features need to be implemented or utilized is central to this mental shift. Often, consultants and architects make the mistake of trying to find unused features to incorporate into projects. Instead, the focus should be on understanding the client’s business processes.
Rather than matching Salesforce features to potential uses, architects should analyze the business process flow and user journey. This ensures that the Salesforce solution is tailored to meet the client’s specific needs and objectives. By making this shift, architects can deliver solutions that are both technically sound and strategically aligned with the client’s business goals.
A good technique to put more emphasis on understanding business needs over just focusing on Salesforce features is to start by really getting into the shoes of end users and kicking off the user journey mapping process. Instead of getting caught up in Salesforce details, take a step back and see how users actually go about their tasks and use the current systems. This will help uncover important insights into their work processes, pain points, and preferences.
By taking this user-centered approach, you can document the current state of business processes based on what users tell you, using simple visual tools to capture each step clearly. Then, you can spot areas where things could work better and imagine how to improve the process in the future.
Once you have a clear vision of where things should be heading, you can bring Salesforce back into the picture. You’ll match its features to the improved process, making sure they fit smoothly with what users actually need. This way, your Salesforce solution will be more efficient, collaborative, and valuable to the organization, all because you put the focus on understanding business needs first before diving into Salesforce implementation.
Shifting from Complexity to Simplicity
One common mistake in projects is the tendency to rush into complex designs and elaborate solutions without first establishing a solid foundation. Often, this is because of a desire to maximize the investment made in Salesforce and the project itself. However, this approach frequently leads to poor user adoption and a lot of technical debt, making the design end up being ineffective and failing to deliver the intended value.
Sometimes, simplicity can offer more value than complexity. While clients may initially present complex processes, it’s important to question whether such complexity is truly necessary and beneficial. By thinking outside the box and employing techniques like The Five Whys, it’s possible to encourage clients to reconsider their approach.
When it comes to simplifying a project, there are two main ways to go about it:
1. Simplification Workshops
This is to take a close look at complex processes and completely redo them. This means finding what’s not working and coming up with a new, simpler way to do things.
In this approach, the key is to start by laying out the current complex process. Then, get everyone involved, like stakeholders, to work together to find ways to simplify it. You can use tools like The Five Whys approach or The Problem-Outcome Scale to help guide discussions and uncover the root causes of complexity. The ultimate goal is to make the process smaller and more streamlined, so it’s easier for everyone involved.
2. Prioritization Frameworks
In the prioritization frameworks, I find using methods like MoSCoW (Must-Have, Should-Have, Could-Have, Won’t-Have) to be incredibly helpful. It helps us prioritize requirements based on how important they are and how much they impact our business goals.
This way, we can concentrate on the most crucial features and prevent the system from getting bogged down with unnecessary stuff. It’s a great way to break the project into phases and focus on what really matters most.
Summary
In conclusion, transitioning from a consultant to an architect goes beyond simply acquiring knowledge and asking questions. A successful solution architect understands the importance of doing the right thing at the right time and in the right way. They possess a curiosity that drives them to dive deeper into problems and find innovative solutions.
Moreover, a skilled solution architect knows how to engage and activate the minds of end users, ensuring that the solutions developed truly meet their needs and enhance their experiences. By embodying these qualities, one can truly excel in the role of a solution architect and drive impactful change within organizations.