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Authentic Ways to Build aConsulting Practice
Peter BlockSeptember 10, 2015 © Peter Block
Moderator
Sara Conde
Director, Consultant Services
MBO Partners
© Peter Block
About MBO Partners
We make it easy for self-employed professionals and their clients to work together
#1 back-office solution for independent consultants
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© Peter Block
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© Peter Block
Presenter
Peter Block
Best-selling author
Owner of Designed Learning
Consultant for over 40 years
Recipient of multiple national awards for training and development
© Peter Block
Consulting = influence without direct control
How do I get my expertise used?
© Peter Block
Outcomes
• Understand that each of us is in a consulting role
• Increase requests for help both in number and complexity
• Deal with resistance and difficult people
• Get at the root cause of issues and lead to improved and sustainable solutions
• Being more confident in navigating the emotional parts of project management
© Peter Block
Requirements
• Behave authentically• Exchange wants• Name resistance• Give support
© Peter Block
Contracting is Decisive
More critical than any model or diagnostic skill.
© Peter Block
Contracting Keys
• Knowing that the presenting problem is not the real issue
• What you want from the client is the essence • Obstacles from the client have nothing to do
with you• Hold the possibility of No• Gifts more powerful than needs and deficiencies
© Peter Block
Resistance Is Essential to Creating Commitment
• Empathy outweighs reason• There is nothing to argue about• Resistance is the normal reluctance to yield
control • What they want to control is their story about
the situation• In the end, do you want to be right or work
something out?© Peter Block
Partner not Parent
• You are not there to judge or be right• Fundamental question: What is that
person's contribution to the problem?• Don't rationalize your irritation by
"speaking truth to power"
© Peter Block
Steps
• Notice what is occurring• Seek the underlying concern• Name the what you see happening• Silence and eye contact• Support the expression of the concern
© Peter Block
The Relationship Is the Point
• We magnify the power of high level people• Upper middle management is where the action is• There are difficult people, but we make them
important• A connected group of peers triumphs over power
• Needs analysis is overrated. Focus on what is
working.
© Peter Block