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Chapter 3: Flawless Consulting > The Right to Fail

THE RIGHT TO FAIL

Failures can be avoided, but this doesn’t mean a consultant can expect to see meaningful improvement as a result of every single project. Internal consultants often ask, “You mean that if I behave authentically and take care of the business of each phase, I will win the support of a plant manager who up to now won’t talk to me?” When they ask that question, they are expressing their skepticism. It is a rightful skepticism. No action by a consultant will guarantee results with a client. There are several reasons for this.

Each of us learns and uses information in different ways. It is often difficult for managers to accept help and be publicly open to suggestions. Privately they may be strongly affected by our work, and we may never know it. Pressuring clients to feel we have immediately helped them can be a tremendous obstacle to the learning we are trying to promote. If we can stay focused simply on the way we are working with clients, we will avoid compulsively pressuring the client, and the results will take care of themselves.


  

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