COLLABORATION ACHIEVES A MORE PRODUCTIVE OUTCOME

A talented key player, much in demand with customers and colleagues, this consultant set high standards high for herself and her team. She played a critical role in high profile contracts, worked hard and cared about her contribution. Able to analyse complex data quickly and come up with a solution, the consultant of often felt frustrated when her colleagues couldn’t keep up. This was exasperated when up against a deadline and often led to her being aggressive and confrontational when the team needed to make a decision on how to move forwards. Not surprisingly her direct approach alienated both colleagues and customers.

Behaving in a professional manner was always important to her and she wanted her Accelerated Success programme to help her promote positivity, not discord. We worked on the theory that, if she wanted her customer to go somewhere with her, first she has to go to where they were. Instead of telling the customer ‘the answer’ to a problem she began to help customers understand issues before she recommended potential solutions. This wasn’t an easy or over night transition. Indeed, it took time, hard work and patience. We set small goals, reviewed progress and looked for signs of progress along the way.

As a result she is now more collaborative and less confrontational. In customer meetings she listens more and says less – customers ask for her advice. She continues to provide thought leadership and advice by enabling, not directing. Customers benefit from a more pleasant working atmosphere, more positive results, and report a feeling of ownership, learning and knowledge about their project.

And finally, in 2012, after a number of years in the company, she was delighted to win her first consulting excellence award.