As a consultant, you have to deal with complex and challenging problems every day. But how do you approach them in a way that impresses your clients and delivers value? In this article, you will learn how to use problem-solving skills to ace your next client meeting and boost your reputation as a trusted advisor.
The first step in any problem-solving process is to define the problem clearly and accurately in order to avoid wasting time and resources on irrelevant or superficial issues. To identify the problem, it's important to ask your client some key questions. These include what the current situation and desired outcome are, what the main pain points and root causes of the problem are, how the problem affects the client's goals, stakeholders, and customers, and how urgent and important it is. Asking these questions will give you a deeper understanding of the problem and its context, as well as help you establish rapport and trust with your client.
I prepare for all meetings (small or big client) the same way. It doesn't matter whether I am being paid $100 or $100k for work, the responsibility is the same, and that is to ensure you have a clear understanding of the client's issue(s)/concern(s) and you have performed exhaustive research and clearly understand the do's and don'ts and how to best lead the client to the most compliant and beneficial outcome. I had a project that start out as an investigation & audit of 1 MD. Because the work was at such a high-level the project within 3 months turned into a 7-figure multi-year contract. The most critical job of a "consultant" is to listen & hear your client and then through collaboration help them arrive at the most optimal solution.
Active Listening: Listen attentively to understand their challenges thoroughly. Analyzing: Break down complex issues into manageable components. Creativity: Propose innovative solutions tailored to their specific needs. Collaboration: Involve the client in the problem-solving process to ensure alignment. Communication: Clearly articulate the proposed solutions and their benefits. Adaptability: Be flexible and open-minded to adjust strategies based on client feedback. Follow-up: Provide actionable next steps and follow through on commitments to show reliability. By showcasing these problem-solving skills, you can impress the client and build confidence in your ability to address their challenges effectively.
Impressing client in big client meeting definitely requires combination of preparation, communication, and demonstration of expertise. Present potential solutions or strategies, explaining the rationale behind each recommendation.
One thing I have found helpful is to wait for the client to finish their train of thought before jumping in to ask questions! Letting them talk a little longer to fill in the silence sometimes helps them reflect a bit more into their actual problem which they want solved
Demonstrate problem-solving prowess by first comprehensively understanding the issue and its implications. Introduce a fresh viewpoint and employ a systematic method for problem resolution. Emphasize that strategy involves decision-making and trade-offs, highlighting the importance of specialization. Communicate the essence of strategic consulting, which lies in guiding companies in determining what actions to avoid. Remember, Consultants are not magicians, but they can help you pull a rabbit out of the hat by providing the right tools and strategies.
The next step is to analyze the problem and gather relevant data and information to identify the gaps, opportunities, and constraints that affect the problem and its potential solutions. To do this, you should use analytical tools and techniques like SWOT analysis to assess strengths, weaknesses, opportunities, and threats related to the problem and the client's situation. Pareto analysis can help you prioritize the most significant factors or causes of the problem, while a fishbone diagram can be used to visualize the relationship between the problem and its various causes in a structured way. By utilizing these tools, you will be able to organize and synthesize the data and information you collected, as well as communicate them effectively to your client.
Break down the problem into smaller, manageable parts. Use data analysis, market research, or case studies to gain insights. Analyse the information gathered to identify the root causes of the client's problem. Use critical thinking skills to discern underlying issues that may not be immediately apparent.
Prepare well for the meeting: understand what is the problem the Customer would like to solve and how this problem is affecting their business now. Do your homework - gather data, think of examples how you’ve helped other companies tackle similar problems. While preparing for the meeting, analyze 3-4 possible solutions and think which one is the best fit for the Customer and why. In the meeting, after you have listened to the Customer checked their needs (and after you have validated those possible solutions in your head), present those solutions focusing on the best one, see if the Customer is interested in this solution or in the other ones, discuss the pros and cons of each of them and agree on next steps.
I try to get as many data points as possible and run the required analysis on that before the meeting. Putting the data in easy visual representation helps a lot in terms of understanding the gaps and constraints. That way the we can discuss the potential solutions and strategies in the meeting in an effective manner.
One thing I found useful is brainstorming sessions that will help to define the problem, Gather the information and identify the root cause of the problem.
Una vez hallado el real problema, y reconocido sus vínculo de afectación hacia la empresa es necesario seguir profundizando con los análisis, en especial para lograr mitigar sus efectos o, en el mejor de los casos transformar el problema en una oportunidad. Las entrevistas son una de las herramientas necesarias en estos casos, muchas otras están a la mano de los consultores, dependiendo de la empresa a asesorar disponiéndose de éstas para su eficaz comunicación.
The third step is to generate possible solutions to the problem based on your analysis. This will help you explore different options and alternatives that can address the problem and meet the client's needs and expectations. To generate solutions, you need to employ creative thinking and brainstorming techniques, such as SCAMPER, Six Thinking Hats, and Mind Mapping. SCAMPER encourages you to modify existing solutions or ideas by applying seven actions: Substitute, Combine, Adapt, Modify, Put to another use, Eliminate, and Reverse. Six Thinking Hats helps you consider different perspectives and aspects of the problem and the solutions by wearing six different colored hats: White (facts), Red (emotions), Black (risks), Yellow (benefits), Green (creativity), and Blue (process). Mind mapping enables you to generate and organize ideas in a visual and nonlinear way by using keywords, images, colors, and connections. Through using these techniques, you will be able to generate a range of solutions that are innovative, feasible, and relevant to the problem and the client's situation.
Try identify the minimum number of battles that are required to address the problem. Identify the best solutions to tackle those. This will focus the organisation, rather than spreading effort and focus among many 'good' solutions. Ensure the solutions will deliver the desired result, not just being directional improvements, but if executed, will solve the problem at hand.
There is elegance in simplicity. Starting with simplicity and iterating offers some advantages over complex solutions. First, simplicity reduces the initial investment, enabling quicker time to market. Simplicity also enhances adaptability and agility, allowing for easier adjustments based on feedback and evolving requirements. Moreover, simple solutions promote clarity and ease of understanding, facilitating effective communication among stakeholders. Importantly, if one doesn't fully understand the process, automation should be avoided to prevent automating inefficiencies or errors. Embracing simplicity and iteratively adding complexity, you can deliver value more efficiently. Complexity is expensive and ineffective complexity is waste.
With Creativity and Innovation: Think outside the box to come up with innovative solutions that address the client's needs effectively. Also Effective Communication: Clearly communicate your proposed solutions to the client, highlighting how they address their specific challenges and add value to their business.
Offering innovative solutions: Proposing creative and practical solutions tailored to the client's needs demonstrates your ability to think outside the box and provide valuable insights. Collaborating effectively: Engaging in collaborative problem-solving with the client fosters a sense of partnership and shows that you value their input and expertise. Communicating clearly: Presenting solutions in a clear and concise manner helps the client understand the proposed strategies and their potential impact on their business. By effectively applying problem-solving skills in these ways, a consultant can impress clients and demonstrate their value as a trusted advisor.
Existen muchas metodologías para generar soluciones, y dentro de este análisis pueden haber muchas soluciones que de una u otra manera sean comunicadas. Pienso que en esta etapa lo más recomendable es que las soluciones halladas se consoliden en un gran planeamiento, el cual es una forma más consolidada de mostrar no solo las soluciones sino el cómo abordarlas.
The fourth step is to evaluate the solutions you generated and select the best one or ones that can solve the problem effectively and efficiently. To do this, you should use decision-making and criteria-based tools, such as a decision matrix, which ranks solutions based on their performance on multiple criteria; a cost-benefit analysis, which calculates the net value of each solution; and a risk analysis, which identifies and mitigates potential risks. This will help you compare and contrast the pros and cons of each solution, assess their suitability and viability, and make informed and rational decisions that align with the client's goals and preferences.
As a consultant preparing for a significant client meeting, showcasing problem-solving prowess is essential. Following solution evaluation as an essential step, it's crucial to meticulously assess and select the most effective and efficient options. Utilize decision-making tools such as decision matrices, cost-benefit analyses, and risk assessments to rank solutions based on performance, calculate net value, and identify potential risks. This method allows for thorough comparison, ensuring informed decisions aligned with the client's objectives. At our organization, we rely on robust problem-solving methodologies to deliver impactful solutions that exceed client expectations.
What I've found most useful is to identify the right metrices for each problem and create payoff matrix for each, considering all the risks and potential barriers which can arise in future. That way, we are prepared for contingencies and the solutions are sustainable.
It is important to validate your solution. In our case, it was more critical because we were working on a live system with live data. Hence we did test migrations in mirrored environment and ensured the results are foolproof. Migrated data was tested for correctness data as well as alignment with rest of the ERP system. We could run consistency checks, a couple reports and a few dummy transactions using the migrated data. Once we are happy, we got the solution tested by customer as well
Evaluar las soluciones basadas en el gran planeamiento sugerido en el punto 3 anterior es deseable, siempre y cuando éste sea evaluado conjuntamente con el cliente. La dinámica de hacer participar al cliente brindará un escenario de co-creación que en conjunto logre mejores resultados.
Following your impressive display of creative problem-solving, you move on to a rigorous evaluation stage. To truly impress the client, go beyond simply listing the pros & cons of each solution. Demonstrate your critical thinking by employing decision-making frameworks, like cost-benefit analysis or a weighted scoring matrix. Consider client's priorities and constraints. By objectively comparing solutions against these criteria, you not only highlight the strengths and weaknesses of each approach, but also showcase your ability to prioritize and make informed recommendations. This data-driven evaluation process instills confidence in your expertise and positions you as a trusted advisor, ready to guide the client towards optimal solution.
The fifth step is to implement the solution or solutions you selected and monitor their progress and results. This will help you execute the solution and ensure its success and sustainability. To do this, you should use project management and change management tools, such as a Gantt chart to plan and track tasks, milestones, and deadlines; a RACI matrix to assign roles and responsibilities; and a feedback loop to collect feedback from the client, stakeholders, and customers. By employing these tools, you will be able to manage and optimize the solution implementation, ensuring its quality and effectiveness.
Una vez co-creadas las diversas soluciones entre el cliente y el consultor se crearían también, en conjunto, cronogramas y métricas para el posterior seguimiento y supervisión de los rendimientos empresariales.
Once a solution is chosen, your focus shifts to flawless implementation. You impress the client by outlining a clear action plan with defined milestones, timelines, and ownership of tasks. You anticipate potential roadblocks and proactively develop contingency plans. Your emphasis is on effective communication and collaboration with the client's team, ensuring a seamless transition. You establish metrics to measure success and plan for regular check-ins. This focus on execution demonstrates your commitment to seeing the solution through to tangible results, solidifying your reputation as not only a problem-solver, but also a valuable implementation partner.
Implement Solutions: Once you've selected the most viable solution, develop a detailed implementation plan. Define roles, allocate resources, and establish timelines. Communicate transparently with the client throughout the implementation process, addressing any concerns and adapting to unforeseen challenges.
The sixth and final step is to review the solution or solutions you implemented and evaluate their impact and value. This will help you measure and demonstrate the results and benefits of the solution and identify areas for improvement and learning. To review solutions, use the SMART criteria to set and track objectives, the balanced scorecard to measure performance, and lessons learned to capture insights. By utilizing these tools, you can validate and communicate the value of the solution while boosting your credibility as a consultant.
El seguimiento es importante. Es deseable conocer del cliente la forma como éste hace el seguimiento de sus objetivos. De no realizarlo se sugerirá diversas formas de hacerlo.
Your problem-solving process doesn't end with implementation. To truly impress, demonstrate a commitment to continuous improvement. After the solution is in place, you schedule regular reviews with the client. You analyze the established metrics to track performance and identify areas for optimization. You actively solicit feedback from stakeholders and are open to exploring course corrections if necessary. This focus on evaluation and iteration underscores your adaptability and showcases your understanding that solutions may evolve over time. It positions you as a long-term partner dedicated to the client's ongoing success.
Review Solutions: After implementing the solution, evaluate its effectiveness. Monitor key performance indicators and gather feedback from stakeholders. Identify lessons learned and areas for improvement. This step ensures continuous refinement and optimization of solutions.
The best way to impress Clients is to solve their unsolvable problems. The best way to impress Prospects is to make a unique & realistic prediction as a subject matter expert.
Many of the previous posters identified listening as a critical step/skill so I won’t elaborate on that. If you really want to impress/bond quickly with a client let your authenticity shine through. Clients don’t want to be sold to. The steps listed above smack way too much of trying to sell. The best client connections I have made have come from when I told a client what not to buy from us either because it isn’t our core competency or because they don’t really need it. Clients know what you are blowing smoke. Be authentic and offer practical advice that is in the clients best interest rather than your best interest. Authenticity is the key to building strong client relationships.
One way that always works is to just STOP TALKING. A large part of consulting (I prefer "advising") is really listening to the client. Listen, take some notes, listen some more, take more notes, and then keep listening. If you don't make this a priority, you'll get out ahead of yourself and might not actually learn what is going on. What's REALLY going on with the client. Silence is always golden. Then you can speak up and really be heard.
The best way to impress a client is to speak in their language. Use the words they use and mention the problems they mention. Even better, don’t try to impress the client at all, just focus on the meeting’s agenda; make a sincere attempt to address the situation and take ownership of a well-defined task.
Impressing them should not be your primary objective. It comes as a result of doing great work. In any consulting conversation - with big or small clients, keep in mind the 3 Es to achieve. Are they : 1) Enlightened? Do they now know something relevant and valuable they didn’t before this conversation. 2) Elevated? Do they feel better than before? 3) Empowered? Are they now in a better position to take action or decide?
As consultants, our clients are expecting solutions from us. Instead of showing our qualifications, let us prove how they will be after our assistance.