#053
Post-pandemic business decline and delayed client payments. I used a snowball metaphor, and she found her direction.
疫情后业务下滑、甲方拖款。我问了一个雪球的比喻，她找到了方向。
一位做了15年餐厅设计的老板来找我。聊了一个小时。
她说：“疫情后业务一直往下掉，项目延期、甲方拖款，没办法只能先做免费方案。我想让业务持续，但不知道下一步该往哪走。”
我没给她答案。
我反问她：“一个能持续滚大的雪球，需要四个条件：结实的核心、第一动力、坡道、周边的雪。这分别代表你业务的什么？”
她想了足足三分钟。
然后说：“核心是我15年的设计历练，动力是我对疗愈餐厅设计的热情，坡道是可复制的设计系统，雪是可复制的成功案例。”
我说：“那现在，是哪一个环节让雪球滚不大？”
她沉默了。
接下来三个月，我们没有追着甲方跑。我们做的是 - 把她的系统补完整，把已有的优势磨得更利。
她向我学会了怎么用提问深挖甲方的真实愿景，学会了把设计语言翻译成客户听得懂的商业语言。
六个月后，她告诉我：项目量翻倍了。没有一个项目是靠免费方案拿的。全是口碑转介绍，方案基本一稿过。
她说：“以前我总觉得运气不好。现在我知道，是我自己的雪球没做好。”
如果你也在疫情后‘拼命追、却追不动’ ，与我联系。一起找到问题的根。你的时间与精力，应该花在高回报的目标上。
(案例已脱敏，经本人同意分享)
徐敏聪
商业教练 ｜为赢而练
我帮创始人及CEO先赢，再长。
A business owner with 15 years of experience in restaurant design came to me. We talked for an hour.
She said, "Since the pandemic, business has been steadily dropping. Projects are delayed, and clients are holding back payments. I have no choice but to offer free proposals first just to get by. I want to keep the business going, but I don't know what my next step should be."
I didn't give her the answer.
Instead, I asked her: "A snowball that can continuously roll and grow requires four conditions: a solid core, an initial push, a slope, and surrounding snow. What do these represent in your business?"
She thought for a full three minutes.
Then she said, "The core is my 15 years of design experience. The initial push is my passion for designing 'healing' restaurants. The slope is a replicable design system, and the snow represents replicable successful cases."
I asked, "So right now, which part is stopping your snowball from getting bigger?"
She fell silent.
Over the next three months, we didn't chase after clients. What we did was complete her system and sharpen her existing strengths.
She learned from me how to use questions to dig deep into a client's true vision, and how to translate design language into the commercial language that clients actually understand.
Six months later, she told me: her project volume had doubled. Not a single project was won using a free proposal. They were all word-of-mouth referrals, and her proposals were almost always approved on the first draft.
She said, "I used to think I just had bad luck. Now I know, it was because I hadn't built my snowball properly."
If you are also "running desperately but getting nowhere" in this post-pandemic era, get in touch with me. Let's find the root of the problem together. Your time and energy should be spent on high-return goals.
(This case has been anonymized and is shared with the individual's consent)
David Tsui
Business Coach | Coached To WIN
Helping founders and CEOs WIN, then GROW
