Wednesday, February 25, 2004

Some blame the management and some the employees 

On the beach, between projects, doing admin, let's face it - I'm bored. There are only so many blogs that you can read in a day, so I am working on one of my theories, one that is particularly relevant at the moment. As a consultant, especially one that is currently under-employed, one of the main problems is selling projects to clients. There is a natural antagonism towards consultants, since we as a group are perceived to be arrogant and over-paid. Everybody knows the "consultant is someone who borrows your watch to tell you the time, and keeps the watch" gag. Of course, every client who tells you (and believe me, every client tells you) thinks you've never heard it before. But I digress, the theory goes like this:

The Peter Principle and consulting sales.
The people to whom to sell consulting services are those who have just been promoted beyond their competence. They are desperately looking simultaneously for two things: help; and the opportunity to prove that they can now make Big Decisions. Like hiring consultants.

It's all in the timing.

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