Back in May 2008 the USA Daily Tips for Consultants #798 discussed ‘going native’, – ie. knowing when you been on site at a client’s for too long. Here is the list of warning signs:

– You are asked by the client staff how to work the coffee machine

– You remember to bring your “contractor” ID badge but forget your wallet

– You are not displaced from your temporary office but new employees are sharing cubicles

– You know personal life details of the client’s night cleaning staff and security guards

– You discuss what needs to be repaired with the copier repair person (whom you also know on a first name basis)

– You are on the faculty for the new employee orientation program

– You use so many acronyms you no longer know whether they are yours or the client’s

– You are asked to serve on the the company picnic planning committee

– You are asked by the client to join the staff

– You begin to use the terms “us” and “we” when referring to the client organization

Takeaway: A hallmark of the professional management consultant is their independence and objectivity.

… and its relevance to management consulting.

The Hippocratic Oath is an oath traditionally taken by physicians pertaining to the ethical practice of medicine. It is widely believed that the oath was written by Hippocrates, the father of medicine, in the 4th century BC.Two lines that can be equally pertinent for management consultants are: I will not cut for stone, even for patients in whom the disease is manifest; I will leave this operation to be performed by practitioners, specialists in this art.If I keep this oath faithfully, may I enjoy my life and practice my art, respected by all men and in all times; but if I swerve from it or violate it, may the reverse be my lot.

In other words, know what you don’t know or don’t do very well and make sure that you have a list of specialists in these fields that you can either refer a client to or to whom you can sub-contract part of a mandate. For example, although I am a chartered accountant I always have a local accountant prepare Income Statements and Balance Sheets when I am putting together a feasibility study or business plan. In this way I play to my strengths and I do not start doing things that I am not qualified to do.

This does not detract from your reputation – on the contrary it enhances it as clients know that they can trust your judgement and that you have professional integrity.

A while ago I wrote about having the courage to fire a client. Today i was reading through the blog of one of my Facebook friends (Andrea J. Stenberg) and she too had written about firing a client. BUT…. the thrust of her argument was not to have the courage to fire a client but to know when NOT to. Here is a sobering thought taken verbatim from her blog post:

However, there are times when someone looks like a client from hell, acts like a client from hell and sounds like a client from hell. But isn’t. The trick is to know the difference.

Andrea J. Stenberg

Worth thinking about…..

Successful people:

1. Look for and find opportunities where others see nothing.

2. Learn lessons while others only see problems.

3. Are solution focused.

4. Consciously and methodically create their own success.

5. May be fearful, but they are not controlled or limited by fear.

6. Ask the right questions — the ones which put them in a positive mindset and emotional state.

7. Rarely complain – they’re too busy learnng the lesson and identifying the opportunity.

8. Don’t blame neither circumstances nor others. They take complete responsibility for their actions and outcomes.

9. Always find a way to maximize their potential, and use what they have effectively.

10. Are busy, productive and proactive.

Michael Port published this excellent story in his eZine recently.

One day, there was a blind man sitting on the steps of a building with a hat by his feet and a sign that read: ‘I am blind, please help.’

A marketer was walking by and stopped to observe. He saw that the blind man had only a few coins in his hat. He dropped in more coins and, without asking for permission, took the sign and rewrote it. He returned the sign to the blind man and left.

That afternoon the marketer returned to the blind man and noticed that his hat was full of bills and coins. The blind man recognized his footsteps and asked if it was he who had rewritten his sign and wanted to know what he had written on it. The marketer responded: “Nothing that was not true. I just wrote the message a little differently.” He smiled and went on his way.

The new sign read: Today is Spring and I cannot see it.

Moral of the story ? Sometimes we need to change our strategy. If we always do what we’ve always done, we’ll always get the same thing (which is fine if this is what you want !). Be innovative – change your world and the world of those around you !

So who says a business consultant can’t appreciate a joke ? I unashamedly ‘stole’ this one from the Facebook wall of one of my Facebook friends – Lyn Whitsitt – who has posted some hilarious ‘blonde’ jokes…..

A gorgeous young redhead went to the doctor’s office and said that her body hurt wherever she touched it. ‘Impossible!’ says the doctor. ‘Show me.’ The redhead took her finger, pushed on her left shoulder and screamed, then she pushed her elbow and screamed even more. She pushed her knee and screamed; likewise she pushed her ankle and screamed. Everywhere she touched made her scream.

‘I thought so,’ the doctor said ‘Your finger is broken.’

You can’t reach for tomorrow, if you have your arms wrapped around yesterday.

One of the best things to do to quickly establish credibility, get massive exposure, and attract new clients, is speaking. Whether you organize your own seminars on a regular basis to continually fill the pipeline, or get booked for talks to “pre-formed” groups like associations, it works like a charm—provided you give very good info.

If you deliver the talk properly, there’s always a group of people at the end of your talk who rush up to the podium to chat with you. Some will tell you how much they enjoyed the talk, some will be e-zine readers who’ve wanted to meet you for years, some will want free advice or to “pick your brain.” But, there’s one question you’ll almost always get and it comes in two parts. The first part’s the good part; “I’m interested in working with you.” The second one is the tricky part; “What do you charge?”

There’s ONE fundamental problem with answering the second part of that question. If you answer it right there on the spot, you’ll most always lose that client on the spot. Here’s why.

When making a purchasing decision, if they’re only focused on price, there isn’t any room for VALUE or RESULTS. And I believe people buy in three ways: by emotion, by results, and by value.

The solution? Don’t give them your rates on the spot. Instead, invite them for a conversation to be held at a later date where you can fully describe the value they’ll be getting from working with you. Whether you call it the “get-acquainted session,” or a free-consultation, it doesn’t matter – the important thing is that’s where you can find out more about them, get to the root of their problems, describe solutions, and they sell themselves into your services, based on value.

Never give your rates cold. You’ll almost always lose the sale right there on the spot. Instead, invite them for a conversation. Here’s what Fabienne Frederickson recommends her clients say to their own prospects:
“I actually offer several different programs, depending on how quickly you want to get results, and of course, on your budget level. What I usually recommend is that we set up a get-acquainted session. Not only do you want to find out more about me, my programs, etc., but I want to find out more about you and your situation to see if you’re going to be the right fit for my programs as well. Shall we set that up?”

This is an edited version of an article by Fabienne Fredrickson, The Client Attraction Mentor, founder of the Client Attraction System™, the proven step-by-step program to attract more clients, in record time…guaranteed. To receive your F.R.E.E. Audio CD by mail and receive her weekly how-to articles on attracting more clients, visit www.ClientAttraction.com.

“Everyone who has ever taken a shower has had an idea. It’s the person who gets out of the shower, dries off, and does something about it that makes a difference.”
– Nolan Bushnell, Founder of Atari