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Quickstart - Do Your Clients Need A Poke In The Eye?
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Quickstart
Grow a Profitable Consultancy and Still Have Time for a Life
In this issue
Note from Beverley - Moving Time
One Step Further - Do Your Clients Need a Poke In The Eye?
Personal Reflections - Pollyanna Paralysis
Note from Beverley
Exciting news this week as I have finally got a move in date for my new house down in rural Dorset - 9th March. Why exciting? Because for about 3-4 years I have been looking to move somewhere that is in the country, has space indoors and outdoors and where I can more easily separate work from home. I finally found a lovely property just before Christmas and the time has now come to dream of new carpets, curtains etc etc.
Of course it also means a whole new opportunity to seek out different networking and business prospects, partners and ventures.
Now I've got more lists than I know what to do with - removals, changing of address, new business cards blah blah blah!
Have a good week.
Beverley
bev@onestepfurther.co.uk
www.onestepfurther.co.uk
+44 (0) 1344 625713
One Step Further
Problems, barriers, difficulties, challenges and excuses. I'm sure you face these from many potential clients and even, I'm guessing, from some of your current clients.
So is it time to stop fawning, stop bending your rules, stop rescoping work, stop giving them want they want (rather than what they need) and start "poking them in the eye"?
A poke in the eye can be: necessary, unexpected, scary, challenging, provocative, risky, fun, exciting, liberating, illuminating, powerful and rewarding.
In my experience, the poke in the eye for progress works more often than not - with one huge caveat - intention. If your intention is driven by your desire to help and support your client - fantastic. If your intention is driven by your ego - forget it.
The poke in the eye approach has 3 steps to 3 outcomes
1. Awareness
2. Understanding
3. Action
Awareness
* Reflecting to someone the reality - laid bare - of a situation.
* Showing the tangible or visual impact of that reality
* Highlighting the consequences of action (or inaction), attitude or behaviour to date
Understanding
* Explaining through examples, what, why and how particular action, attitude and behaviour is contributing to or causing a situation
* Asking questions that engage at a basic level about what is required versus what is being achieved
* Hearing a change from the client that they "get it" now
Action
As a result of awareness and understanding
* Commitment to changes in strategy, tactics or operations
* Commitment to changes in behaviour
* Commitment to change what is measured based on what results are wanted
All too often many consultants are fearful of upsetting clients in case they lose business or gain a "bad reputation", yet in my own business, I have found that the poke in the eye approach or "wake up call" can be as simple as asking great questions: The questions will differ according to the situation.
The majority of the time I believe the poke in the eye approach offers more value and at a deeper level (with timing and great questions) than simply responding to what the client thinks they want or the problem they think they have.
As objective onlookers, consultants are in a privileged position to see what is really going on, feel what is really going on and hear what is really going on, when a client may be playing hear, speak and see no evil!
So how can you help your clients gain awareness, understanding and take action through poking them in the eye.
NB Of course I don't mean go and find a big stick and poke people in the eye - (well you never know some people may take things literally!!)
Personal Reflections
I've been reflecting this week on how for many people "Pollyanna Paralysis" gets in the way of progress.
For those of that have read the book or seen the TV programme, you'll know who Pollyanna is. For the rest of you - The character of Pollyanna was created by Eleanor H. Porter in 1913. Pollyanna is a young girl who has an unwavering attitude of positivity, seeing the good in everything and everyone and living a life based on finding something to be glad about. She even had a game called the Glad Game - finding something to be glad about no matter what the situation.
For those people that feel they need to be Pollyannas, the strain can lead to paralysis - inaction, feelings of guilt, confusion over focus and stagnation. Always feeling you have to be on the go, doing things, being busy and upbeat can be draining and for some a bit unrealistic. Trying to be something you are not - all the time - is hard work.
That's not to say focus, positivity, clarity and contentment are out with our grasp, on the contrary, I firmly believe that to run a successful business, especially as a solo professional, these attributes are essential and it's OK to have an off day or a day off when you aren't feeling 100% motivated or inspired - occasionally.
In other words, when you wake up and don't feel like tackling that report, making those phone calls or doing your accounts, give your self permission to take time out.
Time out can be
* A short walk in the park to clear your head
* A huge latte in your local cafe (a favourite of mine!)
* A whole day off to play golf or go shopping
* 10-15 minutes listening to relaxing music
* Finishing the ironing (not one for me but I do know 2 men who find ironing therapeutic - takes all sorts!!)
Any diversion that helps you switch from feeling guilty, unfocused etc is OK just give yourself permission that it's OK not to be on form 24/7 and remember Pollyanna is a fictional character!!
Of course if you get these feeling every day perhaps the time has come to review why you are in the business you are in because feeling that way all the time is not healthy either.
Do you have strategies for coping with Pollyanna Paralysis?
Drop me an email at
bev@onestepfurther
and I'll share your strategies with your fellow readers.
Best Regards
Bev
bev@onestepfurther.co.uk
www.onestepfurther.co.uk
+44 (0) 1344 625713 |
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