This post is a continuation to Powerful Consulting - #1 and Powerful Consulting - #2 where I tried to put The 48 Laws of Power
This post runs through the laws #21 to #30. It has original laws and my own interpretations that seemed to me more proper fit for Consulting practice.
Consultant or not, read on.
Law #21: Play A Sucker To Catch A Sucker – Seem Dumber Than Your Mark
Greene writes:
No one likes feeling stupider than the next person. The trick , then, is to make your victims feel smart – not just smart, but smarter than you are.
My interpretation of law #21: Empower others with your smarts
To avoid “smart-ass” trap try to not shoot the answers off the heap, do not jump into conclusions and offer last gig solutions right away. Ask principle based questions. Lead the horse to the water. Help the customer solve his problems on his own. Empower the customer by offering tips along the way. Further reading.
Law #22: Use The Surrender Tactic: Transform, Weakness Into Power
Greene writes:
When you are weaker, never fight for honor’s sake; choose surrender instead. Surrender gives you time to recover, time to torment and irritate your conqueror, time to wait fir his power to wane… Make surrender a tool of power.
My interpretation of law #22: When you do not know the solution – shut up
As simple as that – lose with self respect. Or better off do not get involved in something that is just not YOU, use the The Power Of Saying “No” to avoid such situations. Further reading:
Law #23: Concentrate Your Forces
Greene writes:
Conserve your forces and energies by keeping them concentrated at their strongest point. You gain more by finding a rich mine and mining it deeper, than by flitting from one shallow mine to another – intensity defeats extensity every time. When looking for sources of power to elevate you, find the one key patron, the fat cow who will give you milk for a long time to come.
My interpretation of law #23: No interpretation, adopted as is
Let my friend Voltaire speak for me:
No problem can withstand the assault of sustained thinking.
Further reading:
- Adopt 18/40/60 Rule And Stop Worrying About What They Think About You
- 3 Things Customers Really Want
Law #24: Play The Perfect Courtier
Greene writes:
The perfect courtier thrives in a world where everything revolves around power and political dexterity. He has mastered the art of indirection; he flatter, yields to superiors, and asserts power over others in the most oblique and graceful manner. Learn and apply the laws of courtiership and there will be no limit to how far you can rise in the court..
My interpretation of law #24: Maneuver
Being SME (Subject Matter Expert) is one thing. Getting others to use and apply your expertise is the other. Only because you are SME does not mean the customer will blindly buy in and start using your ideas. There are many forces that you must be aware of – customer’s manager, your manager, your colleagues, customer’s customers and many more. Learn the theater of operations and maneuver. Further reading:
Law #25: Re-Create Yourself
Greene writes:
Do not accept the roles that society foists on you.. Re-create yourself by forging a new identity, one that commands attention and never bores the audience. Be the master of your own image rather than letting others define it for you. Incorporate dramatic devices into your public gestures and actions- your power will be enhanced and your character will seem larger than life.
My interpretation of law #25: No interpretation, adopted as is
On of the principles I adopted long ago is “Create yourself before someone else does.” You do it by first identifying your strengths and then sticking with your values. Further reading:
Law #26: Keep Your Hands Clean
Greene writes:
You must seem a paragon of civility and efficiency: Your hands are never soiled by mistakes and nasty deeds. Maintain such a spotless appearance by using others as scapegoats and car’s paws to disguise your involvement.
My interpretation of law #26: Stick with your values, use your strengths
It is natural continuation of law #25. Your values and your strengths are your guiding light. Stick with your values, use your strengths and you’ll never need to look for scapegoats. Further reading:
Law #27: Play On People Need To Believe To Create A Cultlike Following
Greene writes:
People have and overwhelming desire to believe in something. Become the focal point of such desire by offering them a cause, a new faith to follow. Keep your words vague but full of promise; emphasize enthusiasm over rationality and clear thinking. Give your new disciples rituals to perform, ask them to make sacrifices on your behalf. In the absence of organized religion and grand causes, your new believe system will bring you untold power..
My interpretation of law #27: Find a niche and be the best, better off create one and be the only one
As I look back at my work experiences (career?) I can clearly say I was striving to be in places that are not crowded. Now it looks natural to me but back then it seems to me as a subconscious choice. The choice paid off nicely – I worked on tough problems, with interesting people, established my brand, learned a lot. I achieved a lot too. Pick your niche and be the best, or better off create one and be the only one. But remember:
“Whenever you find yourself on the side of the majority, it’s time to pause and reflect.” - Mark Twain
Further reading:
- Best Kept Secret Of Successful Consulting - Model The Best
- Mark Twain Quotes - Motivation Super Power (WARNING - Addicting)
Law #28: Enter Action With Boldness
Greene writes:
If you are unsure of a course of action, do not attempt it. Your doubts and hesitations will infect your execution. Timidity is dangerous Better to enter with boldness. Any mistakes you commit though audacity are easily corrected with more audacity. Everyone admires the bold. on one honors the timid.
My interpretation of law #28: Think less – do more, revise and improve
Actions are louder than words. “Talk is poor a substitute for action” is another core principle I adopted long ago. Better ask for forgiveness than ask for permission. I learned that result speak for itself – it’s pretty hard to argue with facts. Although I know quite a few folks that do not let facts get in a way, results is the best weapon for effective persuasion. Ready, set, go! Further reading:
Law #29: Plan All The Way To The End
Greene writes:
The ending is everything. Plan all the way to it, taking into account all the possible consequences, obstacles, and twists of fortune that might reverse your hard work and give the glory to others. By planning ti the end your will not be overwhelmed by circumstances and you will know when to stop. Gently guide fortune and help determine the future by thinking far ahead.
My interpretation of law #29: No interpretation, adopted as is
Here is a little story. We just finished our fiscal year and I am looking at my results. As a consultant my main goal is hitting my utilization target. Exactly year ago I set my goal of the utilization that is much higher than the target and planned it all the way back. Then I just executed against the plan day by day, week by week, month by month. At any moment I could tell whether I am on track or I am off of it. It helped me to correct my course of actions and …hit the mark in the end. Planning ahead pays off – take my word for it. Further reading:
Law #30: Make Your Accomplishments Seem Effortless
Greene writes:
Your actions must seem natural and executed with ease. All the toil and practice that go into them, and also all the clever tricks, must be concealed. When you act, act effortlessly, as if you could do much more. Avoid the temptations of revealing how hard your work – it only raises questions. Teach no one your tricks or they will be used against you.
My interpretation of law #30: Make personal effectiveness your second nature
Take your personal effectiveness to the max and you will never need to tell your customer/manager/friends/wife/kids “if I’d only have more time I’d …” Instead you’d be able to go beyond and exceed expectations, you’d be able to put results on the table and you’ll have peace of mind – the true success. Further reading:
- Seven Characteristics Of High Performing Consultant
- The Secret Behind GTD [Getting Things Done] Revealed
7 comments ↓
I chuckled when I saw #21 “Play A Sucker To Catch A Sucker” aka Stump-the-Chump.
I could comment on many others, and your interpretation of #27 resonates most with me the most, “Find a niche and be the best”. A long, l-o-n-g time ago someone advised me to pick a specific topic & become an expert at it. I’ve followed this advice & proven that it works. With a little effort & lots of luck, I’ve become the go-to geek for a specific area of disk I/O performance.
Nice post, Alik, thank you.
Thank you!
Becoming a go-to guy is what i am after myself
Re-create yourself is a golden rule. I used to move around jobs to re-create myself. The surprise for me was that I could re-create myself and my job right from where I was. I simply had to change the why and the how.
Concentrate your forces is powerful. That Voltaire quote is one of my favories. It reminds me that some problems are like cutting stone while others are like blasting dynamite.
[...] be able to discover what the real needs and issues are so you work on the “right things.” Too Powerful Consulting – #3 – practicethis.com 07/05/2009 by NightRPStar This post is a continuation to Powerful [...]
Thank you.
When I first saw Voltair’s quote I fell in love with it at once
I like your perspective on these laws, Alik. It’s like you’re saying mostly the same thing, but presenting it in an easy to digest way.
#25 one of my favorites too
Leave a Comment