After my MBA, when I joined consulting, I imagined that we would solve complex business problems, and finally, when we presented our solutions to the clients, their jaws would hit the floor.
As it turned out, that jaw drop never happened. In fact, in the world of consulting, if your solution causes a jaw-drop, you are in for trouble. Here is why.
We assume that people are persuaded by logic. But we are a bundle of emotions, insecurities, and ego.
If you are an experienced business executive and one day, some Ivy League MBAs walk in to tell you how to fix your problem, what would be your reaction?
Here are some thoughts any of us might have:
- What can these guys tell me after four weeks which I haven’t figured out in 20 years?
- Do they think I am not smart enough to solve my own problems?
- What do they know about my business? Just looking at some data in a spreadsheet doesn’t make you an expert.
- How will this affect my job? Are they out to get me?
And so on.
People are almost never persuaded by logic alone (unless you are a mathematician).
So what do consulting firms do? They present their findings to key team members separately (typically one-on-one) and get their feedback and buy-in.
And when the final presentation is made, nobody is surprised – it is the exact opposite of a jaw drop.
If you are looking to persuade people don’t just bank on facts and logic. Talk to them one-on-one. Hear their concerns, feel their emotions, and acknowledge their fears.
Then, and only then, do you have a shot at persuading them.
– Rajan