You've been asked to help a organisation develop and your first meeting is upon you. Here are 6 steps guaranteed to get you through- delivering no value to the client once you've left.
1. Win the work - Tell them what you're good at.. Do not apply it
Go in with your list of things you're good at- playback what you've been asked to do even if it's just not your bag. Get them off your chest and let them work out how exactly it's going to work for their business. After all they know it better than anyone else and it sounds a real bind to have to bother yourself with it- imagine the extra work.
2. Set the tone - Don't think Big
Stick to the task in hand- it's easier than thinking about the other things that might be going on that could be difficult to work out. Take the brief at face value- the more specific it is the better. Don't consider that there may be other factors at play such as people, technology or process issues that are related to the task your on the hook for delivering. Set out some tight, clear boundaries and define a small box you can work within- it's a safe and warm place.
3. Crack on - Don't talk to different people
If someone at the top sounds like they know everything the business then they're probably right. It's just going to be a waste of your time to go find out some alternative views. If you did happen across something worth knowing you're only going to have to do a bit extra to make sense of it. In any case bringing everything back together in one place sounds like hard work and should be avoided if you want please the big cheese and get your cheque. Stick to the one view and look for different ways to continually re-inforce the same thing.
4. Stay arms-length - Don't provide immediate feedback on what you learn
Keep your daybook as a deflecting barrier from those offering their views. Look disinterested when you're with people and make notes at odd times when you should be fully engaged. Don't share what you think you're hearing- there's a chance you might be corrected and have to scrub something out and start again. Any kind of re-work could take more time.
5. Create a Powerpoint
Once the biscuits are gone and the mugs are washed up you're off the hook. The material is left gathering dust on the network drive- a nice presentation but there's no comeback and no accountability. Rest easy no-one will expect a return on the investment. The last thing you should do is capture the output in a way everyone can coninue to work with and benefit from- such as a working business model in the office that can continue to identify Key Challenges and develop Big Opportunities- even when you're not there- how dare they?!
6. Don't go back after a couple of months to do the same again
There is a real danger here if you explain that a business is a living, breathing beast that needs careful and frequent attention that they understand what you're saying and ask for a review some way down the line. Now the novelty factor has worn off and you've lost interest in the various goodies in the local Premier Inns' vending machine you really don't want to be heading back here. After all they'll have worked out you're useless at this stage and offering yourself to them for more of the same is asking for trouble. Better idea to ask where to send your invoice, shake some hands and get the hell out of there!
This article is written by Martin Johnson, Creator of Big Picture
Big Picture: It's a hands-on tool that helps you get to the heart of your client's business. The result is more new business wins, stronger client relationships and a clearer, more concise approach to your work.
The inspiration for this article came from 'How to Be a Complete and Utter Failure in Life, Work and Everything: 39 1/2 steps to lasting underachievement' by Steve McDermott.
