Wednesday, August 25, 2010
The Three Fears: Post #3
The First Fear: Fear of Losing Business: When clients think that consultants are all about the money, not about the client’s problems, they can literally smell the lack of sincerity, even the fear the consultant may have of losing the engagement. So the author recommends several solutions. First: Always Consult Instead of Sell. Use every sales moment as a teaching/value-creation opportunity. Second: Give Away the Business. By giving away consulting from day one, you get back business. Third: Tell the Kind Truth. Tell the king he has no clothes on, but do it with empathy and respect, and hand him his pants! Fourth: Enter the danger. Don’t fear failure rather embrace the challenge in front of you. Read this section in depth because I think Lencioni provides a road map for excellent client/ business development.