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.