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#239: Practice What You Preach

Posted By Mark Haas CMC FIMC, Thursday, February 11, 2010
Updated: Thursday, February 11, 2010
What's the tradeoff between being innovative in our services and showing clients we are conservative and stable in our approaches?

This is a really good question. I assume you mean making the seeming tradeoff between engendering trust as a stable, trusted advisor using proven practices and engendering trust as an innovative, responsive advisor using cutting edge consulting and management techniques. While your choice depends on your relationship with your client and their particular needs, you don't have to choose one over the other. Clients value your willingness to use practices that you are asking them to use. Make it a core philosophy of your practice to always look for ways to practice what you preach, which often means tweaking your consulting approaches with constant improvements. Having refined an approach in the past doesn't mean it can't be further improved.

Tip: Look for ways to innovate all areas of your own practice. Suggest ways to reduce time, cost or complexity. For example, it is unlikely that an hour long meeting you are running can't be done in 50 minutes if managed well. This kind of innovation makes the point to your client that efficiency is important for you as well as them and value can be extracted from almost any situation.

© 2010 Institute of Management Consultants USA

Tags:  client relations  client service  innovation  practice management  roles and responsibilities 

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