Читать книгу The Consulting Bible - Alan Weiss - Страница 50

It's easy to develop long‐term relationships with nonthreatening non‐buyers, but this results in nonpayment of your mortgage.

FIGURE 3.2 Consulting Model

It's worth revisiting our consulting model chart (see Figure 3.2).

We begin with shared values—not spiritual or religious values, but business values. For example, I won't participate in downsizing work, because I believe it's unethical and the result of errors (and sometimes stupidity) in the executive suite. That's me; others may disagree. But I turn that work down based on differing values.

If values are simpatico, then we forge a relationship with the economic buyer. And that requires finding the economic buyer, which is why we've taken the time to examine that process here.

The next step is developing conceptual agreement, which is the very heart of my consulting model, but can be accomplished solely with an economic buyer. Only buyers can sign proposals (the following step in the model), and only they can provide the details that will make the proposal of high value and justify your fees.

Most consultants stumble in trying to find the economic buyer and settle for lower levels because of self‐esteem issues, feelings that they don't deserve or don't merit the attention of a key executive.

Get over it.