Get to the Point

Getting Started, Networking

I mentor a lot of people who are building their consulting practice.  I do it because I believe in the value of consultants and because I want consultants to build strong, ethical practices without having to go through the bumps in the road that I faced when I started 10+ years ago.

Here's something I have noticed.  The people who are most successful get to the point.

A lot of people process their ideas verbally.  In other words, they start talking before they know what they want to say, thus forcing the audience to join them on the winding path to the point.

There are two reasons that new consultants talk their way to their question:

  1. They feel that all of the background is useful for the mentor, and without the context that the mentor can't truly advise
  2. They lack the discipline to prepare before opening their mouths.

People who believe #1 are misguided in most cases.  An experienced consultant doesn't need a lot of detail in order to identify the problem or opportunity.  Most consulting challenges boil down to a small number of issues, such as the following:

  • not talking to the Economic Buyer, but rather a Gatekeeper
  • haven't reached conceptual agreement on the nature of the Objectives, Metrics and Value of the engagement
  • lack the self-esteem to be direct with Economic Buyer and establish a true peer-to-peer relationship

We talk about these issues in Alan Weiss' community all the time, and are experienced at spotting them quickly.  So, knowing how many phone conversations have been had already (and the content of each conversation!) is usually irrelevant. If it IS relevant, don't worry, the advisor can ask for elaboration.

Here's a tip that I use myself and have suggested to many of my mentorees.  Before you ask for advice, write down what your concern is.  Then review what you have written (it may be a couple of paragraphs) and look for the real question.  Edit before you open your mouth–it will make you a more effective consultant and will get you better results.

By the way, this approach is not just for consultants–your friends will thank you too!