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“Look,” says the account leader, “I’d love to ask my client for some input but it’s not a good time. They’ve just had a change of leadership and everything is up in the air.”
Me: “Ah. Is it someone you know who’s taken over as the main decision maker?”
Them: “Yes, used to work with them, about a decade ago. They’re a good sort. We can do business together.”
Me: “Great! What do they think of your current firm? What kind of projects have they been getting consultants to help with in the meantime?”
Them: “…I don't know...”
<long pause>
Them: “Not now – maybe in a few months. We’ve had a nightmare with this last project, they were late with some of the data we needed, resources didn’t turn up when we expected, and we missed some deadlines. They’ll just complain about that when we’re trying to resolve the issues.”
Me: “Oh – of course, that must be really difficult. Did they get a chance to share their thinking on how you could avoid those issues in future? What lessons did you learn as a team? Had they reflected on their role at all in the challenge? How have things been since?”
Them: “…”
If this piques your interest, please do book a free 30minute call with me.