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Quickstart - Become a Consultant with Impact
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Quickstart
Grow a Profitable Consultancy and Still Have Time for a Life
In this issue
Note from Beverley - Time For Me
One Step Further - Become a Consultant with Impact
Personal Reflections - Book Smart or Street Smart
OOPS! - don't you just love it when you get it wrong. I'm sorry I pressed the wrong button when I loaded this week's newsletter and so you have all received one of the very first newsletters from way back in 2005. Thanks to all those that spotted the very undeliberate error and for letting me know. At least it shows your paying attention
Thanks and enjoy this week's real edition of Quickstart
Note from Beverley
Sometimes you just need to chill and that's what I did on Saturday afternoon. I booked an appointment to have a manicure, pedicure and Indian head massage. Why? - Because sometimes you need "me time" and the difference it can make is huge. Apart from the very unattractive hair style (due to having loads of coconut oil massaged through it - fantastic!) I had on leaving the salon, it was a great few hours. Just being pampered is a great way to reward yourself - because you're worth it!
Have a good week.
Beverley
bev@onestepfurther.co.uk
www.onestepfurther.co.uk
+44 (0) 1344 625713
One Step Further
One of the common and recurring problems faced by many consultants is that the problem or project they thought they were solving/doing turns out to be something else or in fact turns out that it should be something else. Why does this occur?
One of the reasons is that the REAL problem or need wasn't uncovered right at the start And there are a number of reasons for this
* The right questions weren't asked
* A clear view of the results the client wanted wasn't identified
* There was too much haste to get started
* The client was "believed"
* The client being dealt with wasn't the real client
And there are probably more reasons too. So what can be done?
One of the things that can be done is to focus on IMPACT. Initially it doesn't matter what the client wants, needs or complains about, the crucial thing is to get them to think about IMPACT.
* What impact is the problem having?
* What are the consequences of the current situation?
* What impact will doing XYZ or ABC have?
* What impact is really needed for things to be different/better?
* What impact will doing nothing have?
* What impact will XYZ continue to have on people, clients, suppliers, processes etc?
If your client can't, hasn't or won't focus on the impact, of the current situation and of a future state, then any solution may not be the best or right solution and finding that out further down the relationship is not great - for you or them.
So here's one way you can structure a conversation to help get out of the client what the impact is so that you can design a solution together that addresses the outcome they want and doesn't simply offer a short term fix to a symptom of a current situation.
ASK
* What will an ideal solution look like?
* What impact will that have?
* What is important about the impact?
Remember the problem you see may not be the real problem but a symptom of a bigger or different problem
You may like to download and use this Problem, Impact, Consequence template as a starting point.
Let me know how you get on.
Personal Reflections
I couldn't sleep last Tuesday evening so I got out of bed, made myself a cup of camomile tea and watched the US version of The Apprentice, where aspiring executives vie for a mega bucks job with Donald Trump. (Apologies to US readers as in the UK we are a series behind you so you have probably seen all this last year)
What was interesting was that the group of 18 had been split into 2 groups. Those that had been to college/university and got degrees "book smart" and those that had left high school and gone into the world of work "street smart".
The first task that they had to do was to launch a new burger for Burger King in one of the main franchises in New York City. The street smarts won and gloated hugely.
What I found interesting was that they got into action almost immediately. No theorising for hours, no over planning just a basic plan, research, consultation and then action.
They clearly had a plan to execute, they worked well as a team, each person knew their role, what they were doing and why and were focused on the goal - make as much money from their chosen launch product in one shift. The winner was the team that made the most money - not - had the best campaign, not - had the best fun, not - had the best anything else but made the most money. Simple.
I found myself reflecting that sometimes…
* We have enough knowledge and information to take action
* We have enough experience to take action
* We have enough resources to take action
* We know what to do and why we need to do it
And yet...
We feel we need or want more information, time, resources or discussion and that can get in the way of progress.
* Were the street smarts perfect? No
* Were they the best they could all be on an individual basis? No
* Were they good enough to win that task? Absolutely.
They'll have more taxing things to do over the coming weeks yet they made a good start as a team. As for the "book smarts" the backstabbing and egos are getting in the way already - we'll see!
So what can you just get on with using the "street smarts" you already have?
Best Regards
Bev
bev@onestepfurther.co.uk
+44 (0) 1344 625713
Author Take Control of Your Time: 7 Straight Shooter Strategies for Success |
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