Verboten

Here's a question every client should ask their partner:

"What words or phrases are you hesitant to say to me, and why?"

Why is this question important?

You might not know this but you should: your partners are self-censoring.

These conversations are happening behind your back:

• “Let’s not say ‘challenge,’ that's too negative for them.”
• “Ooh, change? I doubt they want to admit they need to change. We need a new word here.”
• "We know they know they are slow, but we can't say that to them."
• "We can't mention this competitor, they only focus on that competitor."

These omissions are small but insidious. Why? Because your partners are looking at your past and current situation through rose colored glasses, thinking that's how you want to see it. This misperception will undoubtedly harm your ability to chart a path forward, especially when a sober perspective on the past is needed in times of change.

If you don't show and tell your partners you value candor, they won't deliver it (because their profit motive is often at direct odds with it).