How do consultants learn about their clients’ challenges while also showing they have the expertise to solve them?
Consultants are usually hired to advise on business transformation, project management, or strategy. However, they must also show that they adequately understand the technical side of their assignments. In other words, they face competence threats, which they deal with byCrafting relevance is about having the maximum impact in the minimum time by leveraging all the bits of knowledge that are available.
Of course, clients know very well that their consultant hasn’t really learned an entire technical field in a matter of days. But they still appreciate that they’ve done their homework. For their part, consultants use crafting relevance to develop just enough expertise for them to interact with clients, with or without the ability to execute.Clients must accept consultants as fellow professionals before they will follow their advice.
The first way to craft substance is by manufacturing PowerPoint figures. While PowerPoint has a mixed reputation, it’s an indispensable tool for consultants to impress their clients with clear thinking, deep understanding, and task progress. Furthermore, PowerPoint figures also serve as prompts that elicit feedback on technical points — with the added bonus that any criticism is directed toward the figure rather than the consultants themselves.
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