Excellence University Blog

Archive for December, 2006

December 24th, 2006

Why Doc, Why? Three ways of relating to the role of business consultant.

by Dr. Brian J. Mistler | 2 comments

My clients often come to me – and, I know from talking to countless other business consultants, that I’m not alone in this story – asking broadly for help. The request for help often goes something like, "We regularly examine our productivity, motivate our employees, and generally improve our performance, and all we need is more X." Sometimes it’s that simple, often it’s not… When someone comes to me with an understanding of the problem, I’m occasionally afraid. Or, at least I’m skeptical. My sense is that a real understanding of the problem, implies a solution. I would ask, “How do you know the issue is sales management?” And, what have you tried to fix it? For example, "does ‘motivate employees’ mean ‘pay every other week’, or does it include a broad, individualized system of reinforcement?" Sometimes providing this clarity, as John Spence points out, can even get the ‘messenger’ in trouble.

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