Krishnan Lakshmikanthan_BLP017_Consulting_03Jan’12

There is a lot that goes into consulting but to simplify the logic, unlike any product, in consulting the product is apparently just an idea. An idea that is generated through sought out information from established firms that deal with extensive number crunching, equipped with skilled personnel that adds up to the credibility.

The fact remains same, that selling has a lot of resistance to be faced by the person who pitches them. The resistance comes in the form of questions, frowns, comparison, silence and time. Facing each of them under different and difficult condition adds to the challenge that demands consultants to be extraordinarily skilled and talented.

This becomes all the more intense as the parameters that consultants touch upon are very critical for the organization and this asks for great determination and assertiveness for changing the direction and momentum of the organization. Also what is at stake is the belief of the system and policy of the organization which has been shaped with deep faith and understanding. So it is quite understandable that the effort it demands is high on intellect and willpower.

The best way is to take into faith, few people if not most of them of the client organization, who eco the voice of consultants among themselves putting them in a position to think intensely on the subject. This is the best way to make the point heard and get the attention of the system towards something that has existed and been followed since the inception of the organization but never questioned.

From a consultant’s side, it is important to be authentic, transparent and engage in lengthy discussion so that every concern is expressed clearly and the reason behind such concern be understood. Studying and responding to every cue that experienced consultants readily get from human nature of clients acts as an aid to extract the best of possible detail, concerns and resistances.

Resistances and vocal raise is associated to something important and relevant that needs more time to be given. Thus when a consultant faces the client, the direction of discussion should be under constant check so that any new direction can be explored in detail and not just driving the familiar lane.

But how often do we meet a client who speaks at lengths. Clients with the consulting firm are the top management people unlike any other sale-purchase deal of commodity where people will respond with all humility. This calls for dealing with the ego of tough people and being answerable to stern attitude. Under such circumstances the chances of getting frequent approval during the course of discussion is not possible. Here the best would be to expect the worst.

Do not expect

·         Approvals

·         Shared responsibility

·         Client to express his feelings, or speak about owns feeling

·         Agreement but understanding

·         Client to give out control to a consultant

In fact expect the client to 

·         Pose frequent criticism and argument

·         Ask for justification

·         Get anxious

·         Get hooked onto details

Here the best way forward would be to

·         Speak boldly and clearly without looking for approvals

·         Give supporting facts wherever possible

·         Keep moving at an adequate pace

·         Show confidence

·         Express where the clients support is critical for action

There is again a lot that goes into consulting and it becomes more difficult as said earlier, because with just an idea generated through collected details and experience the consultants are trying to change the high inertia of the organization.

The bigger the organization, larger is the inertia and larger is the task at hand.

L Krishnan_BLP017_Self Leadership_Sep'11

There is always something to look forward in various spheres of life, be it career, personal front. We are always preoccupied with the challenges and peer pressure that life throws at us. However, to stop back and understand that it is all material ambitions that we are aspiring. And there are many instances where we find ourselves as a victim of situation.

We can’t take pressure sportively, ambitions in real terms, humility as a learning opportunity, failures as a new start and distinguish habits different from character.

Self-Leadership has its focus in making us aware of all the character traits that we practice as a part of our sub-conscious mind.

Impulsive aggression, smoking, habit formation, addiction and various striking deeds, which we are exposed to, are just some traits of ours that we have earned and learnt from our predecessors. It is just an option for us to be influences by some of these habits, and the skill lies in carrying forward only those that we need to be proud of.

To my surprise, I learnt that even unconditional love can be at fault if practiced in an erratic way, and that kind of love would make someone wet his pants.

We all crib about situations that are out of our control, but though it might just seem so, the reality lies in learning that this very thought encumbers us in making a difference.

So how do we react, in order to take leadership to the next level? “Understand yourself” is the key phrase, and in order to do so, spend time with yourself. Nothing helps you better than your own self.

No matter how proud or submissive a person is, he has always loved himself and has lived along with the so called character, right from the time of birth. He had always believed in his thought and had seen many occasions where he had performed at par with others expectations. It is only that he needs to reemphasis that others are no better, or say, I am nothing less.

And from the core of heart, anybody & everybody knows that it takes just a split second to regain your confidence when diverted your thoughts in the right directions.

In spiritual terms, though I am not the right person to talk about it, I learned that look at oneself from the eyes of a soul, and not from the eyes that are biologically provided. You might see yourself making mistakes, failing, being jealous, guilty, generous, accommodating, succeeding, humorous and winning from the third person’s eyes. Probably the feeling would be similar to how we look at childrens who is definitely loved, but later we study the characteristic traits. Gradually one might find justification for his actions and mode of thinking. Leadership lies is not finding answers but to understand the factors that can bring upon changes in us.

This can be related to a painter who paints a poster, that is very large in dimension, but then he climbs down and walks a couple of feet away from the painting, and looks at the whole work to observe the relativity and the color contours. A view that might not be possible by watching the paint closely, no matter how much efforts, time and concentration goes into it.

I remember a phrase that my dad had spoken to me in engineering terms, that we study leverage principle, even earth can be lifted if we get a fulcrum, rod and a place in the OUTER SPACE to apply the force. What needs to be understood is that “problems” in life are problems only because we do not see beyond the horizons.

However, these philosophical topics are hard to practice in real life, and we need to take out time for self in deep peace to reach out for a nutshell to ponder such things once in a while. But how do we find time for such insights when we are surrounded with so many ambitious pursuits, peer pressure, social status, recognition and obligations to take care off. This is something that even the most determined would not be able to follow.

But no doubt that when a world renowned speaker like Anil Sachdev speaks for a couple of minutes, one might definitely go back and ponder on all the fundamental values that we he has grown with. And for me it especially, I have been able to recall all the values that I have practices and grown with.

Leadership would be nothing but to understand oneself and his actions. In the process one might acquire skills that might help him understand how every individual reacts and what makes him react in such a way. This is the building block of Leadership, which grows more sweeter and enriching with time and practice.