Trusted Advisor

I have still not figured out a way to kinda balance all the things that are in my plate and so blogging has not seeped its way into my laundry list of activities. So amidst traveling between Charlotte and Chicago and DC in between - classes, seminars, homeworks - not to mention happy hours and Diwali parties all seem to fight for its due place in my calendar. So, I am still iterating different possibilities to find the right mix - my version of the "golden mean". There are so many thoughts racing my mind and so many topics to write about in a way has been acting more as deterrent by jamming my head rather than providing food to pen. So one thing at a time.

Last weekend I had the good fortune of attending Prof Hitendra Wadwa's strategy consulting bootcamp which was a memorable experience. As I have been consulting for a while and encounter different people with varied views on what consulting is and consulting should be, it was quite refreshing to find what he had to say especially in the area of buying in the support of the client and key stake holders. The role of trust as being the paramount force in getting your advice heard and accepted by the client. In this regard, I learned about David Maister's book "The trusted advisor". I have gone through the first pass of the book and it is quite an interesting read the changing nature of consulting (for that matter any high-end professional service). How one moves from a mere service provider to a trusted advisor. The central idea being the role of trust and relationship with the client in building long term business proposition. In a way going back to "conversation", "relationship", and within that relationship enact a business transaction. The book really throws light into what distinguishes subject matter consultants from general management/strategy consultants.

The book is an enjoyable read. As with any soft skill - developing and mastering it is not easy and quantifiable. But what distinct ordinary consultants from extraordinary is the mastery in the art of relationship building, bonding, and intimacy with the client. David Maister's blog is here. I will explore more into this area. As David points out at every step - as with personal life , in professional life to offer advice and to see that the advice is realized, one has to earn the right to offer advice first. And just because the client is paying you does not automatically give that right to you. Like a personal relationship, connection at an emotional level is necessary.