The Secrets of Consulting

What's The Secrets of Consulting about?

• Consulting as Influence: The book defines consulting as "the art of influencing people at their request," focusing on helping clients solve problems they can't tackle alone.
• Understanding Irrationality: It delves into the irrational behaviors that often accompany requests for influence, offering strategies to navigate these challenges.
• Practical Advice: Provides practical techniques for consultants and clients to improve the consulting process and outcomes.

Why should I read The Secrets of Consulting?

• Broad Audience: It's not just for professional consultants; anyone who gives or receives advice can benefit from its principles.
• Insightful Techniques: Offers techniques and insights to enhance your ability to influence others positively and effectively.
• Engaging Style: Weinberg's humorous and engaging writing makes complex concepts accessible and applicable to real-life situations.

What are the key takeaways of The Secrets of Consulting?

• Understanding Problems: Emphasizes that there's always an underlying problem, even if not immediately apparent.
• People Problems: Highlights that interpersonal dynamics often drive consulting challenges, with the quote, "No matter how it looks at first, it's always a people problem."
• Consultant's Role: The consultant should guide clients without taking over, as success isn't about who gets the credit.

What are some specific methods or advice from The Secrets of Consulting?

• The Orange Juice Test: A method to gauge a service provider's honesty and capability by presenting a seemingly impossible request.
• Sherbie's Laws of Consulting: Includes insights like "Never forget they're paying you by the hour, not by the solution," emphasizing client expectation management.
• The Five-Minute Rule: Suggests that clients often reveal solutions in the first five minutes, encouraging consultants to listen carefully.

What are the best quotes from The Secrets of Consulting and what do they mean?

• "If you can't accept failure, you'll never succeed as a consultant.": Highlights the inevitability of failure and the importance of resilience.
• "What you don't know may not hurt you, but what you don't remember always does.": Stresses the importance of memory and awareness in consulting.
• "The thought that disaster is impossible often leads to an unthinkable disaster.": Warns against complacency and overconfidence, urging vigilance.

How does The Secrets of Consulting address the challenges of irrationality?

• Rationality vs. Irrationality: Discusses how consultants often face irrational behavior from clients, especially when seeking help.
• Becoming Rational About Irrationality: Advises recognizing patterns and employing strategies that account for emotional responses.
• Humor as a Tool: Uses humor to diffuse tension and create an open environment for addressing irrational behaviors.

What is the significance of the concept "Boulding's Backward Basis" in The Secrets of Consulting?

• Understanding History: Emphasizes that "Things are the way they are because they got that way," highlighting the importance of historical context.
• Learning from the Past: Encourages studying a client's history to identify patterns and avoid repeating mistakes.
• Guiding Problem-Solving: Helps consultants understand root causes and develop tailored solutions.

What is the "jiggler" role in consulting as described in The Secrets of Consulting?

• Facilitator of Change: A jiggler helps organizations get unstuck by introducing small, impactful changes.
• Subtle Influence: Works behind the scenes, allowing clients to feel in control while guiding them toward improvement.
• Problem Prevention: Addresses current issues and helps organizations develop the capacity to prevent future problems.

How does The Secrets of Consulting define effective communication in consulting?

• Active Listening: Involves understanding client needs and concerns fully, building trust and ensuring relevant advice.
• Clarity and Transparency: Stresses avoiding jargon and ensuring clients understand recommendations.
• Feedback Mechanisms: Advocates for feedback loops to foster open dialogue and continuous improvement.

What are the laws of trust outlined in The Secrets of Consulting?

• Years to Win, Moments to Lose: Trust is built over time but can be lost instantly due to a single misstep.
• Avoid All Tricks: Earn trust by being straightforward and honest, avoiding manipulative tactics.
• Never Promise Anything: Focus on delivering value without overcommitting to avoid disappointment.

How does The Secrets of Consulting suggest handling resistance from clients?

• Appreciate Resistance: Views resistance as valuable feedback that refines the consultant's approach.
• Get It Out in the Open: Advises direct communication to address resistance productively.
• Neutral Naming: Frames conversations in neutral terms to reduce defensiveness and focus on the process.

How can I apply the concepts from The Secrets of Consulting in my own consulting practice?

• Build Trust: Establish and maintain trust through consistent actions and open communication.
• Embrace the Jiggler Role: Look for small, impactful changes that lead to significant improvements.
• Continuous Learning: Commit to ongoing development by seeking feedback and enhancing consulting skills.