Discover how Florian Kissel from the Friedhelm Loh Group emphasizes the Value First approach, transforming business needs into actionable solutions that drive demand and collaboration in process management.
A new podcast episode of State of Process Automation was published on Jun 22, 2025 with the original title:
The Value-First Method: Addressing Business Pain Points
Overview:
Florian Kissel, Head of Process Management & Methods at Friedhelm Loh Group, emphasizes the need for departments to see tangible benefits from new technologies. By focusing on the question “What’s in it for me?” and adopting the Value First method, organizations can effectively drive demand from business units by resolving their specific pain points.
Core content:
- Departments must recognize real value from technology for successful adoption, rather than simply complying with new initiatives.
- Florian Kissel advocates starting with understanding pain points instead of jumping to technology implementation.
- The Friedhelm Loh Group fosters collaboration by letting departments define their challenges, ensuring solutions address actual needs.
- When departments feel understood and supported, it leads to increased acceptance and productivity within the organization.
- Kissel’s approach generates a fast-growing pipeline of innovative ideas directly from business units driven by their needs.
Learnings:
- Recognizing and addressing specific pain points leads to more focused and effective BPM strategies.
- Engagement from business units improves drastically when they see the tangible benefits of proposed solutions.
- Creating a collaborative environment minimizes resistance to change and boosts enthusiasm for new technologies.
- Understanding the ROI of initiatives is crucial to gain buy-in from different parts of the organization.
- Effective BPM requires a shift in perspective, prioritizing value over technology for successful implementation.
The original content was published in German.
