As a consultant and leader of a consulting firm, inquiry is your most powerful tool.
Last week’s article drew from toddlers’ propensity to say No. Consultants can learn even more from little tykes.
Children are inquisition machines, pestering their parents and teachers with scores of questions every day. Kids’ insatiable curiosity and their innate understanding that knowledge is power spurs an endless stream of questions. Why is the sky blue? Why is water wet? Why does stevia have a terrible aftertaste? (Okay, I may have added that last one.)
Consultants and consulting firms need to adopt that childlike dependence on inquiry.
By asking the right questions you can engage prospects, position your consulting firm to win lucrative projects, and uncover superior solutions.
That’s why the heart and soul of Becoming the Obvious Choice (a.k.a. Step 5 in this excellent book) is discovery. That’s also why the Context Discussion, which anchors the discovery process is essentially a series of questions.
The following Whys can all be slotted neatly into your Context Discussions. They’re just a start, though. I’ve left an open space in the 9 Whys list for your additions.
9 “Whys” Every Consultant Should Master
Text and images are © 2018 David A. Fields, all rights reserved.