Authentic Ways to Build aConsulting Practice

Peter BlockSeptember 10, 2015 © Peter Block

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Sara Conde

Director, Consultant Services

MBO Partners

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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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Presenter

Peter Block

Best-selling author

Owner of Designed Learning

Consultant for over 40 years

Recipient of multiple national awards for training and development

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Consulting = influence without direct control

How do I get my expertise used?

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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

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Requirements

• Behave authentically• Exchange wants• Name resistance• Give support

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Contracting is Decisive

More critical than any model or diagnostic skill.

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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

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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"

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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

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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.

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Peter Block866-770-2227/513-524-2227

info@designedlearning.com www.designedlearning.com

© Peter Block