? Why is it so difficult to consult?
Shelby's three laws of consultation:
No matter what the customer tells you, there will always be problems.
There will always be problems. In management culture, the worst thing is to admit to anyone that you have problems that you can't handle. Therefore, on the one hand, as a consultant, we must know this in order to communicate effectively and start our work; On the other hand, as a consultant, we should be aware of this. You can say, "Never promise more than 10% improvement." Too much will improve people's vigilance, and too little will not improve the effect.
Second, no matter what it looks like at first, it will always be a human problem.
At the same time, we should realize that management problems are always people's problems in the final analysis; Even technical problems can be traced back to the actions or omissions of management.
Third, never forget that customers pay by the hour, not by the solution.
To be successful, you must first make the customer admit that there is a problem, and the problem is big enough to be solved at a high price. In their minds, people want to say to the management, "Look, we realize that there is a problem, we are trying to solve it, and we have hired a consultant." When the consultant left, this sentence became "How can we solve this problem by ourselves?" We have spent a lot of money on consultants who have been employed for three months. Obviously, this problem cannot be solved at all. "
Law of Credit: If you care about who gets credit, you can't do anything. With a capable consultant present, the customer can solve the problem.
The fourth law of consulting: If they don't hire you, don't help them solve their problems. Consulting is an art, when others ask questions, it will affect others. You can't be a consultant if you come uninvited.
Law of raspberry sauce: the wider you spread, the thinner you spread.
Weinberg's law of twins: Most efforts are in vain, even if they just want to change themselves.
Law of the Yellow Radish: Killing the worst problem always leads to the second worst problem. That is, once you kill the number one problem, the number two problem will be upgraded.
To sum up the first part, the law of consulting dilemma: first, if you can't accept failure, then you will never succeed as a consultant. Second, once the number one problem is eliminated, the number two problem can be upgraded. The third hardest law: it is more difficult to help yourself and others. In order to solve customers' problems, we must first solve our own problems. Make yourself a star first, then you can shine and illuminate others. )
Cultivate contradictory thinking frame.
The negotiation method is full of paradoxes and contradictions. Because first of all, the consultant brings change; When others really need consultants, there is not enough logic, that is, there are some paradoxes, difficulties or contradictions at this time. At this time, what we need is reason, not reason. Life is too important, don't take it too seriously.
Optimizing obsessive-compulsive disorder and eclectic therapy
The most serious occupational disease is the so-called "optimized obsessive-compulsive disorder"; When thinking about problems that need improvement, there must be sacrifices behind them. This is also the normal thinking reaction of normal people, but once the slide show is shown, this part of the neural pathway is cut off, and some distorted words will be spit out, such as "OK, boss. I'll do it right away, boss. " As we all know, all improvements have costs and need to be compromised.
"The fastest runner and the longest runner cannot be the same person."-In order to improve one hand, we must sacrifice the other.
Fisher's fundamental theorem: The more an organism adapts to the current environment, the more difficult it will be to adapt to the unknown environment in the future. The more you adapt to the status quo, the more difficult it is to adapt to change! Counselors are generally the most effective way to solve your third problem.
"We can do it. This is the required fee. " -orange juice.
When you don't know what to do, stay efficient.
Secret 1: Be gentle with systems that can repair themselves.
Secret 2: Repeated treatment of a self-healing system will eventually make it unable to heal itself.
Three secrets: every prescription contains two parts: the medicine and the correct method of use.
The fourth secret: If what has been done can't solve the problem, tell them to do something else.
The fifth secret: make sure they pay you enough money in advance so that they will do as you say. The most important activity in consultation is to provide the correct price in time.
The sixth secret: don't give up treatment too early, and don't stick to a therapy for too long.
Berden's Law: If you can't get rid of a shortcoming, turn it into a feature.
But all the gold-plated things should be corrected.
See where there's something.
Hammer Law —— Inventing a Tool to Broaden the Vision
Bertin's principle of traceability-things have become like this step by step.
Sparks's Law of Problem Solving: The closer you get to finding out the root of the problem, the less chance you have to solve it. He is often your client or the boss of your client. At the same time, there is a good reason to make a decision that seems stupid today.
Research guide: In order to avoid falling into the common trap of blaming others; First: keep it simple, not too detailed; You are a consultant, not a lawyer. Research is for understanding, not for criticism. Find what you like in the present situation and praise it.
The five-minute rule: customers always know how to solve their own problems and will talk about them in the first five minutes.
There is nothing to see there.
For example, judging from what is missing, the lack of tools to display complaints is a sign of quality problems. The absence of major unresolved issues means that there is an effective problem-solving mechanism. On the contrary, if there is a prominent problem, it means that the customer lacks something more important-the methods and strategies to sort the problems according to their severity. A better way may be to put aside the big problems at the beginning and start to establish a mechanism for customers to solve their own problems.
Looking at the problem depends not only on distribution, but also on the historical changes of distribution.
Sometimes it's just because you don't have enough vision. -triplet law
If you can't think of three possible problems in the plan, there must be something wrong with your thinking.
Avoid traps
Thinking that disaster is impossible often leads to unimaginable disaster-Titanic effect.
What you don't know may not hurt you, but what you can't remember will.
Expand your influence
Walk in front of customers-the story of you and your partner meeting a bear.
Consultant Daniel:
Your task is to influence others, but only when they ask you to do so.
You try to make people rely on you less rather than more.
You try to obey Tik Tok's law: the less practical intervention, the better you feel at work.
If the customer wants you to help solve the problem, you can say "no"
If you promise to help them solve the problem and fail, it is acceptable. If you succeed, the most dissatisfied way is for you to solve their problems.
A more satisfactory way is to help them solve their problems, but it makes them more likely to solve the next problem without help.
The most satisfying thing is to help them understand how to prevent problems in the first place.
You can be satisfied with your achievements, even if the customers don't owe you anything.
The ideal form of influence is to help others see their world more clearly, and then let them decide what to do next.
Your working methods can be shown to customers for discussion at any time.
Your number one tool is to be yourself, so the most effective way to help others is to help yourself.
Learn to control change
If a small system tries to change a large system through long-term continuous contact, it is more likely to eventually change itself.
Romer's Law: The best way to lose something is to try to keep it.
No difference, plus no difference, plus no difference. ...................................................................................................................................................................
How to make changes safely?
When you create an illusion to prevent or weaken change, change is more likely to happen and more difficult to accept.
What should I do if I encounter resistance?
You can let the buffalo go anywhere as long as they want.
Open resistance-resistance is like a fungus that can't thrive in the sun. Therefore, once you suspect resistance, you should let it open in the sun, not fester in the dark.
Defensive behavior:
Stay away; Look away; Shake your head and deny it; Cross your arms or legs; Excessive smile; yawn
Offensive behavior:
Finger; Look down; Shake your head affirmatively; Wave one's fist; Excessive frown; Continuous tapping
Explore the root causes together
People do one thing because they feel that they have gained more than they have lost. If they think the balance is negative, they will resist. Generally speaking, this balance is composed of many factors, some of which are gains and some are losses. When looking for the source of resistance, my client and I will list two aspects completely.
Test and find alternatives.
What do you think of extending the plan to six months?
If you think we can find a way to reduce the cost by 30%, will this plan be more attractive?
What will happen if we continue to add people?
What if we do it all by hand instead of using computers?
If you only change one thing in this plan, what is the most urgent thing you need to change? I know you can't think of anything to change in this plan, but if you think of something, what will it be? What do you like best about this plan? What do you like best about this plan?
How to win trust
The first law of impression and trust
No one cares about your reasons for disappointing others except yourself.
The second law of fairness and trust
Trust takes years to win, but it takes only a moment to lose.
Losing trust and the third law of trust
When people no longer trust you, they won't tell you.
The fourth law of deception and trust
The secret to winning trust is to avoid all tricks.
The fifth law of trust, who is lying?
People never lie-in their own eyes.
The Sixth Law of Trust and Protection
Always trust your customers, but cut the cards yourself. .