Million Dollar Consulting® Mindset
From Alan Weiss
Volume 2 Number 10
A monthly newsletter with the objective of quickly and pragmatically helping consultants to improve their craft, results, and lives.
Launching A Project
Be flexible in your launch of any project. Don't insist on a certain number of regimented steps. Allow yourself:
- The ability to stagger project starts so that you can manage quite a few concurrently.
- The option to "jump start" the process by moving to an advanced point from the outset.
- Remote work to begin immediately to "pour cement" on the project, before visiting the site later.
- To bill immediately but not necessarily show up immediately.
- To reconsider your start as new information arrives.
- The ability to adjust yourself to otherwise problematic client demands and developments.
Clients want to believe that your approach is tailored to them and isn't a box they're being forced into. Above all, don't feel that you have to spend multiple days on site as soon as the contract is signed or proposal accepted!
A manufacturing client orally accepted my proposal at a meeting with me and his top team. However, a senior vice president suggested that we wait to begin until the end of the approaching busy season, which would mean a six-month delay.
"We can't afford to disrupt the operation during peak production," he said, very reasonably. The president agreed, and asked if I could delay.
I said, "Isn't it more effective for me to observe you when you're at peak production, so that our interventions can be effective when you need them most. I agree that we can delay the bulk of the organizational change until after the season, but this should be our laboratory for my observations and suggestions."
Everyone nodded at the wisdom of that, and a contract that may have been delayed six months was signed and the deposit paid that week.
Frequently Asked Question
Q. What happens when the new buyer says, "Can we see you here first thing next week?"
A. "As you can imagine, I have current commitments and didn't want to be arrogant enough to assume you'd sign today! I can be here the week after, so choose any day that's good for you."
© Alan Weiss 2012. All rights reserved.
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