Handling tough times

“Are you asleep? Or simply enjoying the bliss of ignorance?”

“Good Morning Prasna*. Long time since you visited.”

“Looks like I need to visit you more often. You are getting into bad habits.”

“Now what have I done?”

“When was the last time you gave your client a business-building idea?”

“Well,?maybe a couple of weeks ago.”

“How do you spend time now?”

“Prasna, you are now sounding like my Dad!”

“No friend, I am telling you that times have changed and you have not changed. You are complacent.”

“That is a strong statement. Complacent! You are accusing me of being complacent!”

“Yes, I am. Look at your work. Times have become tougher. Your clients are facing?trying times. And you continue to peddle the same old stuff.”

“How does that make me complacent?”

“Wake up friend. Practise what you preach. You used to talk about ‘different strokes for different folks' Shouldn’t there be different strokes for different times’?”

“So what do you suggest?”

“I suggest that you spend time thinking about your clients and their customers. In what way can you serve your clients?”

“I am sorry to say Prasna, but this is textbook stuff. You just want to make me feel miserable.”

“What are most clients doing today?”

“They are tightening their belts. Cutting down travel. Working from home. Doing things themselves instead of employing consultants and vendors.”

“Does that give you any idea?”

“Not really. Does that give you any idea?”

“It is about your clients, your business. Think, my friend.”

“Maybe I can offer something where they do not have to travel.”

“What else?”

“Maybe they can pick each other’s brains without leaving their seats.”

“What else?”

“Maybe I can deliver training where they are. They do not come to me, I reach them.”

“Now you are getting somewhere. Can you design a service concept using these ideas?”

“That is a tall order.”

“Can you?create a new concept? Assume it is a matter of survival and you have no choice”

“I can create something online, through the net.”

“That is vague. Put yourself in your clients’ shoes. What would they like?”

“OK, let me try. What if I created a platform on the web, where I can facilitate workshops with a bunch of managers. The group size could be 10 to 15 at a time. It could be a cross-functional team from the same organization. The people could be from anywhere in the world. All of them are working on the same issue.”

“Go on.”

“We have the facility to speak as well as enter ideas like in a chat session. Everybody gets to see the ideas and build on them.”

“Sounds good.”

“All the ideas?are captured in one place. They will be useful for further development.”

“What is your business model?”

“What does that mean?”

“How will you make money?”

“Hmm. I could look at a subscription model where the fees are attractive. As opposed to that, a one-time session could cost more.”

“What is in it for your clients?”

“They save a lot of time, money, and resources. In addition, the sessions could be more productive through skilled facilitation. I could also support the client on idea development through the same platform, by working with the implementation group. We can set up sessions faster. They could get the best brains in their company from around the world involved. It would be impossible to achieve in regular meetings.”

“You are sounding like you are really convinced. But I see a lot of problems in this.”

“Tell me some.”

“You could have dropouts. You could have a distracted manager, multi-tasking - attending to e-mail, eating, etc. You might have a few technically challenged people. Everybody may not participate equally well.”

“Which is the biggest issue?”

“Distraction, I think.”

“Then it is my business to make the session interesting and engaging. I must create an experience they enjoy. That becomes my job. That is what I have been doing all the time for the last nine years. In another week, I am entering my tenth year as IDEAS-RS”

“What are you going to do for your clients in your tenth year?”

“Give them a range of products and services that support them during these difficult times.”

“Makes sense.”

“Prasna, may I ask you a question now?”

“OK, just this time.”

“You still think I am complacent?”

(*Prasna Rao is my friend and well-wisher. His way of showing his affection for me is to keep asking me questions, that make me feel uncomfortable. Our conversations often lead to some interesting ideas for me.)

** I wrote this blog some years ago ... thought it is still relevant.