CHAPTER 10
Challenges, Opportunities, and Solutions
Product Knowledge and Then Some
It can’t be said strongly enough: consulting is much more than product knowledge. In addition to being referee, comedian, commentator, documentation royalty (king or queen), instructor, and trusted advisor, you must be a master problem solver. That may sound straightforward, but bear in mind that the client almost never knows what the problem is or, amazingly, even how his business is run. In addition, as a consultant, you are an unknown to your clients, who may be reluctant to share what they perceive as unique to them.
Your first challenge is to help the client determine how her company is run. Among the hundreds of implementations I was involved in, only ...
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