Comments on: 3 Basic Conditions For Successful Consulting Gig http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/ Take Your Life For A Test Drive Thu, 09 Sep 2010 22:25:34 +0000 http://wordpress.org/?v=abc hourly 1 By: alik levin http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/comment-page-1/#comment-2724 alik levin Tue, 08 Sep 2009 04:11:49 +0000 http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/#comment-2724 J.D., I use this technique daily with my customers - it took though sometime to polish it until it become natural for me and the customers. Once the consultant cracked the problem and hand out the recommendations to the customer, the later faces another problem - how to eat this cake called recommendations. If you make it easier for the customer to eat this cake chances he will. J.D.,
I use this technique daily with my customers – it took though sometime to polish it until it become natural for me and the customers. Once the consultant cracked the problem and hand out the recommendations to the customer, the later faces another problem – how to eat this cake called recommendations. If you make it easier for the customer to eat this cake chances he will.

]]> By: J.D. Meier http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/comment-page-1/#comment-2723 J.D. Meier Mon, 07 Sep 2009 20:12:59 +0000 http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/#comment-2723 The free and open choice is a powerful technique, especially when you present a slider bar of options. It shows flexibility and awareness of constraints in action. The free and open choice is a powerful technique, especially when you present a slider bar of options. It shows flexibility and awareness of constraints in action.

]]> By: alik levin http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/comment-page-1/#comment-2722 alik levin Mon, 07 Sep 2009 15:39:49 +0000 http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/#comment-2722 Jimmy, Very insightful one. Consultant/Expert educates - Customer decides. 100% with you. Jimmy,
Very insightful one. Consultant/Expert educates – Customer decides. 100% with you.

]]> By: Jimmy May http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/comment-page-1/#comment-2721 Jimmy May Mon, 07 Sep 2009 14:40:25 +0000 http://practicethis.com/2009/09/07/3-basic-conditions-for-successful-consulting-gig/#comment-2721 I've read Block's book. It was recommended during Microsoft Services University by Marilyn Grant, CEO of Catalysis. Besides travel, the bane of the consulting world is doing great work, documenting the recommendations, handing over the deliverable...& then the doc just sits on a shelf. On one hand, I've done my job. But as passionate about my work as I am, I feel it’s part of my job is to sell the customer on implementation. I ask myself, "Self, put yourself in the CxO's place--what information does he/she need to hear, to see to initiate the change process?" Block has some great stuff. Far be it from me to do so, but I differ from him a bit here. I help the customer pick the most important issues. I prioritize them in terms of Risk, Effort, & Reward. Hey, as the consultant, I am the expert, am I not? Isn't it part of my job to help the customer decide what's most important? I often find issues about which the customer has absolutely no knowledge, & I must educate them. However, it *is* ultimately the customer's decision. For example, I may not have enough information to make certain final recommendations. Budget, staff expertise, or politics may leave the final decision with the customer. Yet it's still my job to fully inform the customer & help them decide. I’ve read Block’s book. It was recommended during Microsoft Services University by Marilyn Grant, CEO of Catalysis.

Besides travel, the bane of the consulting world is doing great work, documenting the recommendations, handing over the deliverable…& then the doc just sits on a shelf.

On one hand, I’ve done my job. But as passionate about my work as I am, I feel it’s part of my job is to sell the customer on implementation. I ask myself, “Self, put yourself in the CxO’s place–what information does he/she need to hear, to see to initiate the change process?”

Block has some great stuff. Far be it from me to do so, but I differ from him a bit here.

I help the customer pick the most important issues. I prioritize them in terms of Risk, Effort, & Reward. Hey, as the consultant, I am the expert, am I not? Isn’t it part of my job to help the customer decide what’s most important? I often find issues about which the customer has absolutely no knowledge, & I must educate them.

However, it *is* ultimately the customer’s decision. For example, I may not have enough information to make certain final recommendations. Budget, staff expertise, or politics may leave the final decision with the customer. Yet it’s still my job to fully inform the customer & help them decide.

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