Instructor Bob McGannon explains how to increase your influence by utilizing both the leader and follower roles in combination during your consulting engagement. You have more power than you may think, but you need to deploy it wisely. Bob discusses how to do that in this video.
- One of the characters in the children's book…Doctor Doolittle is a pushmi-pullyu.…It's a four-legged, two-headed animal…that has one head facing front and the other facing back.…Sometimes I think the best consultants…have that dual direction capability.…They can easily take on the leader and follower roles…to maximize their influence.…Influencing is necessary to inspire your client…to make decisions or to follow your lead.…Leadership is needed to demonstrate you're competent…and will not lead your client astray.…
Most clients will have, to some degree,…put their reputation on the line…when they hire a consultant.…Making your client feel comfortable…with that decision is important.…Good leadership helps your client believe…he needs to follow your direction making you influential.…Showing you're a good follower is needed…to show you can work within the culture…and expectations of your client.…In contrast to leadership, being a good follower…will help your client want to follow your direction.…
Here's a story to back this up.…
- Identify the critical requirements needed to become a successful consultant.
- Review the roles a consultant can fulfill to increase their success when dealing with clients.
- Recognize approaches for assessing your success level with a client before you've received a formal evaluation.
- Explore how to switch between consulting roles without confusing or aggravating your client.
- Review the change management conditions that must be in place to successfully deploy your consulting solutions.
- Identify the actions that maximize your chances for future work with a client.