It’s been said that we get what we measure. That can be either good news or bad. If a consulting sales team is measured strictly on the sales revenue they bring in, you may get some sales people who go out and sell a lot of services. Whether they sell services that the firm can actually deliver is another issue.
We have a vision of success and how we will measure it. Then we drive people towards that vision. When we finally get to the finish line, the focus is on the measurement of success rather than what we really accomplished. We could experience failure and not really know it.
“I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. Twenty-six times, I’ve been trusted to take the game winning shot and missed. I’ve failed over, and over and over again in my life. And that is why I succeed.” – Michael Jordan, Nike Commercial
I recently watched a little league game of eleven and twelve year-olds. One boy tried to extend a single into a double and was tagged out at 2nd base. He ran back to the dugout crying. He had put so much pressure on himself to succeed that it tore him up when he failed. Continue reading Learning From Consulting Mistakes→
Over the years, I’ve seen various levels of client satisfaction with their consultants. Some consultants make themselves so indispensable that the client tries to hire them as a full-time employee. On the other end of the spectrum, I’ve seen clients ask for a consultant to be removed from a project.
The missing consulting skill
In those situations, it can be a personality difference or a bad first impression that they never got over. In-between those extremes, I’ve been involved in client conversations where we announce that an individual is leaving the project and the client responded with indifference. The client didn’t love the person enough to be upset with him leaving. Continue reading Consulting Skill: Know the Client’s Business→
I don’t watch a lot of TV, but one of my favorite shows is Celebrity Apprentice. Not that I think it’s quality TV by any means; I just get a kick out of seeing how petty some of these washed up rock stars and former Playboy models can act on national television.