Mohitkakar_BLP014

How to deal resistance from your Client?

The three step process of dealing with the resistance as stated by Peter Block:-

1.) Pick up cues for resistance

2.) Name the resistance

3.) Be quite and seek response

“Flawless Consulting” details out how consultants find it difficult to talk to their clients because of resistance and the associated feelings and how did they overcome that.

The best way is to let the client talk and share the details as much as possible.

Build trust with the client and allow him to speak about his problem without any hesitation. A consultant should not take resistance from client personally.

When the contract is clear and the consultants are ready to deal with resistance the next phase is the discovery phase.

There are two processes for discovery phase:

1. Problem based discovery process (here the focus is on problems)

2. Future and Strength based discovery process (here the focus is on possibilities)

One can choose any method from the above 2 but the focus on relationships will be o highest importance. It is also very important that the client is part of this overall discovery to implementation phase and takes ownership of the actions that are to be taken.

The consultant should ask the following questions to address the real problem of the client which will help in providing a solution according to it:

·         Ask questions about the client’s personal role in causing or maintaining

·         the presenting or target problem.

·         Ask questions about what others in the organization are doing to

·         cause or maintain the presenting or target problem.

·         Involve your client in interpreting the data collected.

·         Recognize the similarity between how the client manages you and

·         how they manage their own organization.

·         Condense the data into a limited number of issues.

·         Use language that people outside your area of expertise will

·         understand.

·         Distinguish between the presenting problem and the underlying

·         problem.

·         Elicit and describe both the technical problem and how it is being managed

These valuable inputs combined with Anil sir's inputs provided a holistic view about Consulting.

Its do’s and don’ts and the most effective ways of doing it.