When A Consultant Is Impressive

When A Consultant Is Impressive:

• Not every question is answered with an attempt at profound wisdom, but rather with, “I don’t know,” or “What makes you ask that?” or “I’m reminded of a client engagement….”

• There is a conversation about results, not methodology; results, not tasks.

• There isn’t a quick “jump to cause” and a solution in seven minutes.

• There is more listening than talking.

• There isn’t a need to justify or verify one’s position, no endless citations of other sources, no waving of credentials.

• Language is sophisticated, not dumbed down, and metaphors and analogies are employed to make points.

• Attire is at least as good as the buyer’s, if not better.

• The only time spent with non-buyers is to explore whether they can introduce you to buyers.

• There is a strong sense of humor, including self-effacing humor.

• The person is well-read, familiar with contemporary literary, artistic, and social issues, and possesses intellectual firepower.

• The other party doesn’t want to end the conversation because it’s so interesting, challenging, and value-laden.

© Alan Weiss 2013.

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2 Responses to When A Consultant Is Impressive

  1. Elijah Lim says:

    Scintillating as usual, Alan!

  2. Not every question is answered with an attempt at profound wisdom, but rather with, “I don’t know,” or “What makes you ask that?” or “I’m reminded of a client engagement….”
    This just made so much sense!!!

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