Often when we work with out Business clients we are too quick to say, yes that can be done, but …
- We need to reduce the deliverable
- It will take X months
- It will cost Z when you only have Y
- and so on…
I was in a meeting this week, when we started to talk about this. I was very impressed by our folks on how instead of coming up with the "but …", they continued to listen, drill down and really understand the client issues at hand. Great job Graham and Kim.
By effective use of listening and peeling back the onion, you get a better understanding of what the customer really wants. From there, we have a chance at together looking at alternatives. For instance, take the Project X methodology of Xcellerate Data and how this can quickly get the data into the hands of the user and then we can take our time to properly model, cleanse, normalize and integrate the data as necessary.
In a world of Enterprise governance and stewardship, handling the delicate balance between analysis paralysis and doing things too quickly, the creation of a trusted dialogue is crucial. And when we say dialogue I mean listen and when you start playing back do not tell, but share.
The use of working sessions versus meetings is a great example of this. What are some of your experiences in this area?
well travel safely on your return. we’ll grab coffee when you are back.
Yes I have been in a couple of conference calls while away. The workd turns whether I am there or not – LOL.
All good points. I like the saying, “A wiseman once said…nothing.”
Too many times consultants feel that if they aren’t talking or giving the ready answer, they aren’t coming across as experts. You’ve hit on an important point – good listening skills are part of being an expert.
So…don’t tell me you are having meetings down there in Florida? I hope you are enjoying the weather as well!