Being Consultative

Alex got feedback that he needs to be more consultative, but he has no idea what he really needs to do to achieve that. Basically, WTF? (Advice to managers: If you’re going to give feedback like that, you have to explain what the person needs to do to correct the behavior.)

Frankly, everyone needs to be more consultative. If you’re doing it right, you’ll get results by clients requesting you more, positive feedback, and you’ll feel like you really understand them.

Here’s what you need to do:

1. Ask why. Why is this request important? Why do they have this problem to solve?

2. Challenge Assumptions. Are the requirements realistic? Are there any alternatives you’d recommend? Have you experienced something similar before?

3. Active Listening. Pay close attention to stakeholder concerns and ideas. Ask clarifying questions to confirm understanding. Listen for things they’re not saying.

4. Facilitation Skills. Know your audience and how much insight they need to have about what you’re doing. Is this person in the weeds or do they only need to know about hours, dollars, and progress? Make discussions productive.

5. Become a Trusted Advisor. Demonstrate your expertise. Share the insights you’ve gained to make recommendations such as timing to prepare for open enrollment or how to approach a release. Focus on Value. Evaluate every decision through the lens of its impact. Any time you help them solve a problem or mitigate risk before it happens, that’s tangible value.

   If you have any questions about any of this or want to practice, let me know.