A Psychologist and a Colonel – My Consulting Journey Part 1

When I was in high school, I knew that I wanted to be a Psychologist and a Colonel in the Army. Well, neither happened as I planned, that’s just how life works.? “Life Be Lifein’” Yet, from where I am now, I look back and I see that I spoke my future into existence. ?Yeah, we can do that.

Today, when people ask me what do I do for a living, I reply “it depends on what day it is”.? The truth is Monday thru Friday, I am a Consultant in the Automotive Service Industry.? No, I’m not the consultant at your dealership when you come in for an oil change (although they are among my favorite people to talk to, right there with the Technicians).? My job as a consultant is to talk with the top leadership down through technicians. ?Nope, no one is immune from me having some face time and listening to their story and understanding their journey.

Wait, did I say “Listening”? Yeah, I did.? This is what I do and probably the most important thing in what I do as a consultant.? I get to listen to people and understand their Why’s? The Why’s are the biggest part of any and everything we do, regardless of what field you may be ?in.

When I first entered this field of work, I thought that I knew nothing about being a consultant and that it was going to swallow me up like I fell through a sheet of ice in the middle of a lake.? Once I began to do the job and travel with other consultants as I learned the position, it dawned on me that I am now doing what I have been doing all my life: Listening, Learning and Providing Solutions. Hence, the Psychologist and the Colonel.

During my training and traveling with other consultants I learned many great things to do and not to do.? The most important thing that I learned was: These people know their business and their customer; it is not your job to act like you know more about their business then they do.? Your job is to be the Subject Matter Expert on what you are bringing to them. ?You would think it would stop right there, but it doesn’t.

It has been my experience to actually develop a relationship with the people that I consult. Now, I’m not saying that I am getting invited on vacation with them or to their kids pre-school graduation ceremonies.? Yet, developing a repose and relationship at some level other than being “that guy that always wants us to do something” or “here comes that consultant guy”.? I love it when I call or show up and people are happy to see me. I believe a big part of that is because I authentically care about their team and business. ?

When I come in, before I start opening up laptops and throwing reports & numbers around.? My first job and question are “How are you doing?”? “What’s new with you?” “How was that Moose hunting trip you told me you were taking?”? “Glad to see you back to work, I hope you are feeling better.”? Then I shut up and let them talk to me.? They talk to me.? Not me talking at them, but they talk to me ?as someone that they know is listening to their story and journey.? They let me in, even if it is to a small degree, that says a lot to me and I wear it as a badge of honor.? Why, because at this point, I am not the guy that is here to try to change the way they do business, I am a colleague and sometimes a listening ear. Again, the Psychologist and Colonel.

This behavior of mine has rewarded me on many occasions. One of my favorite memories from doing what I do is:? I had a technician that walked up to me and asked me to come and be a witness for him as he was getting married on his lunch break that day.? I was flattered and honored. What did I do?? I took my lunch break and drove him to the courthouse and watched him get married.? After he got married and kissed his bride, we got back in my vehicle, drove back to the dealership and continued training. At that moment I was not just that guy that shows up once or twice a month and attempts to get you to do business differently.? He saw me a someone that he could trust.? That is huge for me.?

As a consultant, I find many things rewarding about what I do.? For instance, when a Dealer Principle ask me “Vernon, what would you do?” or a Service Director ask you if they can talk to you about a personal issue.? This level of trust and transparency doesn’t come just because you show up and say “Hey, I’m the Consultant”.? This level of trust comes from you being authentic and transparent with them and allowing them to be the same with you.

I liken myself to the Psychologist and Colonel because: The job of the Psychologist is to get you to come up with your own answers to your Why’s with no medicine.? Their job is to get you to be honest with yourself about what it is you seek to learn and how you can go about accomplishing what you desire by removing your roadblocks through self-realization. No Hocus Pocus or Magic Pills. ?The Colonel, on the other hand, does not hand down the mission, but they understand the mission and it is their job to convey the mission and its parameters to accomplish the mission to the team.? Hence, being a Consultant.

Once we realize that the mission is not about us, but about those whom we consult, we as a unit win. Although in my mind, loving and understanding what you do, teaching, sharing, and allowing yourself to understand the people you serve is vitally important to being not just a good consultant, but a great one.? I am still working on the great part. ??

Help your team to understand their mission (it’s not yours), help to see what can be done if we work together and bring your transparent and authentic self to the table and the possibilities are limitless.

Teach, Share, Learn, Repeat

Vernon “Longhorn” Davis