Decoding and Triangulating
The Request for Proposals was telling. I've learned from experience to recognize potential consulting trouble from further away. As if to warn me, the printer somehow defaulted to large format paper when printing this document seeking planning services. The oversize copy wasn't necessary to recognize the many red flags. Many times, clients prematurely box themselves in by not just too quickly jumping from problem to "solution," but then becoming invested in pursuing that approach and not more closely considering the nature of their issues and ways to better address them. Unquestioning consultants are hired as much for affirmation as they are to execute a preconceived plan, often leaving a wealth of perspective and experience by the side of the road. My insightful Foresight colleague is much better at leading with "meeting clients where they are" than I am. We're both very good at listening although we do it in different ways. She's very much side-by-side with them while I tend to be a few steps ahead. (Note: she would likely argue "a few" is an understatement.) We're learning, sometimes through some creative tension, to make it a potent combination. "Experience" can become full of itself and difficult to challenge. It can also stand in the way of different, better approaches. I've lost track how many times my less experienced colleague has asked me a question that challenged me to reconsider a preconception. Listening to multiple sources, to myself, our clients, and my colleague, among others, is key to cultivating practical wisdom, whether I might like what they're saying, or want to pursue what they're proposing, or not.
