As “consultants” in various peer-to-peer exchanges discuss shared challenges, many conversations invariably turn to a common challenge we collectively face far too frequently.
How can we – as market-proven, trusted advisors, as business consultants, facilitators and change agents – more consistently motivate business owners to take action to resolve pressing business challenges? Human beings (including business owners), still won’t move off-the-dime even when seemingly all barriers to action have been removed. What is it that stalls action to achieve a better future?
The following is a generic summary of the consultant/owner dialogue.
(1) A specific business challenge is identified and needs to be resolved,
(2) The company has the necessary financial resources to address the challenge,
(3) The company doesn’t have the internal resources to adequately address the challenge in a timely manner, and
(4) The owner knows the consultant has the necessary expertise, experience and offers a cost-effective methodology to resolve the problem.
Yet, too often, the owner simply doesn’t move forward. The conversation just stalls. Why? What stops it?
There probably isn’t a magical answer, a silver bullet or a simple formula of “do this differently and you will achieve a better outcome.” While it may seem to be self-serving, and it is to a degree, the consensus in these consultant conversations is that these businesses should at least find some help from outside to add to their own abilities.
As this question is posed, I offer that each consultant must build trust, speak with less jargon and use a consultative selling process. That should at least be part of the answer. Is there more? I invite all to share their insights.