CHAPTER 24

Success

Preparation and confidence go hand in hand. There is an old adage in consulting: “You only need to be one page ahead of the client” (that’s odd because in meetings we ask if we are all on the same page). This was the only option in the very early days of technology, when radical changes were frequent and expected. One hopes that today’s consultants take the adage in a more tongue-in-cheek way and proactively prepare themselves for every assignment.

Your success or failure is up to you. You need to make the decision to convey a positive, calm, and confident attitude. Whatever the clients’ preconceived conceptions of consultants, they at least probably expect to have to follow your directions. You want to build on that preconception ...

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