FLAWLESS DISCOVERY

To consult flawlessly, you need to begin to address the organizational side of the problem as a regular part of your consultation. At a minimum, each assessment you do should have one section devoted to how the problem is being managed. This section needs only to present a clear and simple picture; it doesn’t need to include specific recommendations.

The worry about confronting the client on how the client is managing the problem is a fear that resides within the consultant. Line managers usually want feedback on how they are doing, and they have a hard time getting it. Their own subordinates are reluctant to give them feedback. You, the consultant, are in a special position to provide it. The only caution is to do it in a supportive and nonpunishing manner. There is guidance on language in Chapter Fourteen.