What do you do if your logical reasoning isn't aligning with your client's needs?

2 Validate your logic

The next step is to validate your logic and make sure that it is sound, relevant, and reliable. You can do this by checking your sources, testing your hypotheses, verifying your calculations, and reviewing your findings. You can also seek feedback from your peers, mentors, or experts to ensure that your logic is robust and unbiased. By validating your logic, you can enhance your confidence, credibility, and authority as a consultant.

3 Explain your logic

The third step is to explain your logic and make it clear, simple, and compelling for your client. You can do this by using a structured framework, such as MECE (mutually exclusive and collectively exhaustive), to organize your thoughts and arguments. You can also use visual aids, such as charts, graphs, or diagrams, to illustrate your logic and make it easier to understand. You can also use stories, analogies, or examples, to relate your logic to your client's context and experience. By explaining your logic, you can bridge the gap between your perspective and your client's perspective and show them the value and benefits of your logic.

4 Listen to your client

The fourth step is to listen to your client and understand their needs, concerns, and objections. You can do this by asking open-ended questions, such as "What are your goals?", "What are your challenges?", or "What are your expectations?" You can also use active listening skills, such as paraphrasing, summarizing, or reflecting, to show that you are paying attention and empathizing with your client. You can also use positive body language, such as eye contact, nodding, or smiling, to show that you are interested and respectful. By listening to your client, you can build trust, rapport, and collaboration with your client and discover their underlying needs and motivations.

5 Adapt your logic

The fifth step is to adapt your logic and make it more aligned with your client's needs. You can do this by incorporating your client's feedback, suggestions, or preferences into your logic. You can also modify your logic to fit your client's constraints, such as time, budget, or resources. You can also customize your logic to suit your client's style, such as formal or informal, analytical or intuitive, or direct or indirect. By adapting your logic, you can show your flexibility, responsiveness, and professionalism as a consultant and create a win-win solution for both you and your client.

6 Negotiate your logic

The final step is to negotiate your logic and reach a mutual agreement with your client. You can do this by highlighting the common ground, interests, and goals that you and your client share. You can also use persuasion techniques, such as framing, anchoring, or reciprocity, to influence your client's decision and behavior. You can also use concessions, trade-offs, or incentives, to balance your logic and your client's needs. By negotiating your logic, you can demonstrate your value, respect, and partnership as a consultant and achieve a satisfactory outcome for both you and your client.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?