From the course: Critical Roles Consultants Play (and the Skills You Need to Fill Them)
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Applying the roles to stakeholders
From the course: Critical Roles Consultants Play (and the Skills You Need to Fill Them)
Applying the roles to stakeholders
- One day you're a know-it-all and the next you're not qualified. Welcome to the start of your consulting engagement. Come across as too directive and you can be accused of being arrogant, of trying to push management in a specific or self-serving direction. Conversely, don't share enough and your client might get concerned they're paying for knowledge and experience you don't actually have. The key is to walk the tightrope between the leader and follower consultant roles. Let me give you some tips about how to do that. Initially, expect your client to look for evidence that you know what you're doing. Sharing your experience is good. Focus on what you've done in the past versus what you will be doing while on this current engagement. The perception you want to convey is that you can successfully apply your relevant skills to various business environments. I remember a client once asking me to tell him why he should feel confident I could help him. My answer was I had helped others in…
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