‘Listening is the ultimate core competence’ says Tom Peters. The topic must be back in fashion. I’ve read two articles in the last month on listening; as well as the three chapters from Tom in ‘The Little Big Things.’
The material came to mind a week or so ago. A member of staff at a client site joked that ‘the problem with you people is that you only tell us what we already know.’
If only that was the case. I suspect most consultants, or professional people, don’t have these skills. It’s quite an art to draw out what the client already knows; to let them think things through and offer an environment for them to do this.
I suppose the difficultly stems from being an expert. After all, you’re being paid to tell it as you see it. A colleague once told me the solution in the car on the way to a new client meeting – isn’t that the expertise the client is paying for? Continue reading