One day, a client asked his consultant: “I have a problem. Can you help?”
The consultant replied: “If you want to discuss new solutions, please call my Resource Manager, Pierre.”
The next day, the client repeated his question to a competing consultant, working on the same project.
This consultant replied: “Is it about Java?” and when the client said “No”, the conversation slowly died.
On day 3, the frustrated client spoke with another consultant, again from a competing firm: “I have a problem. Can you help?”
Exercising beautiful active-empathy skills, the consultant found out exactly what the client needed.
Unfortunately, this wasn’t a problem she could solve.
On day 4, the client met the consultant he had been waiting for. Like the consultant before, having successfully understood the problem, one out of his own area of expertise, this consultant took the issue away and back to his business. His colleagues were able to take the ball and run with it. A few weeks later, he went back to his client to see how things had progressed.
Work in progress. Things looking good. Client happy.
Are you the consultant we have been waiting for?