When we talktopeople we talk about the oneand the samereality (IT in this case). Thisreality is seento different glassesbyeach of us. WE :We often approach itfrom a technical point of view. We followed training sessionsandknowwhat the solution candeliver in the future. We needto make a living out of selling the solutionsCUSTOMERS :Theydon’treally care about IT andifthey do, they look at itfrom a cost or value point of view. Theydidnot follow sessionsand do notknow the possibilities of IT.They are notinterested in what the solution can do forthem, but in whattheycan do with the solution. They do not have to make a living byselling IT. They have tospend money toacquireandoftenneed extra support fromustounderstandhowitwill help themto make a living more efficiently.
It plays on all levelsPreviously : youhiredpeoplefortheiridentityandtheircompetencesandyoucould force themintobehaving the way the organizationprescribed in the delimited environment.Today : it is increasingly the environment and the subsequentbehaviour (beliefs) of the company that have toadaptto the competencesand the identities of the recruits (Y-gen)