Skip to Content Skip to Main Navigation
 

Posts with the Tag: consultative selling

Teaching Single Sourcing to Bridge the Gap Between Classrooms and Industry

5th September 2013 Posted in Blog, Industry Articles, Technical Writers 0 Comments

Editor’s Note: This was the feature article in this month’s TechCom Manager newsletter, reprinted here with permission. Click the previous link to subscribe to the newsletter.

by Robin Evans, Ph.D.

Robin Evans, Ph.D.

Writers using single sourcing become content developers; they learn to do more than just reorganize the content, but target the content for specific audiences and purposes when using a single-sourced environment properly, often more quickly and more efficiently than writing using only linear methods. When students in Technical and Professional Communication (TPC) programs are trained how to write using modular writing methods, in addition to the traditional linear method, they will be better prepared to write in their perspective industries, particularly when their organization uses elements of single sourcing.

(more…)

Please follow and like us:

Consultative Selling Within Your Organization

Editor’s Note: This was the feature article in this month’s TechCom Manager newsletter, reprinted here with permission. Click the previous link to subscribe to the newsletter.

by Kerri Barber

Kerri Barber

One of the biggest challenges of managing technical communicators is proving the team’s value within an organization. To do so, many management consultants, myself included, use financial evidence and other quantifiable data to illustrate how the team supports the company’s goals. While statistics are clearly measurable and demonstrate value, other efforts can be far more challenging and result in even greater value by:

  • Making real connections to your customers on a personal level, and
  • Learning to speak your customers’ language.

It’s called collaborative consulting.

Often, technical writers find themselves in a situation where they have to change perception. Barriers within organizations arise when others do not fully understand the value your team can deliver. Sometimes, programmers and IT personnel innately believe that because they develop systems systems, they are the most qualified to document them. In turn, management and financial professionals may see the technical-communications function purely as overhead or a cost center line item and, in a downturn, expendable. By cultivating a strong perception of your team’s contributions and elevating the understanding of your expertise, the consultative approach helps you raise the profile of the work your team does, and expand your influence.

(more…)

Please follow and like us: