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Flawless Consulting: A Guide to Getting Your Expertise Used, Third Edition by Peter Block

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CHAPTER 14

PREPARING FOR FEEDBACK

Every line manager wants to know what to do about a problem or possibility and so wants recommendations. Resist being too carried away by the struggle to develop perfect recommendations. If you have presented a clear and simple picture of why the problem or possibility exists, the client will have as many ideas for recommendations as you do. The reason the client has run out of recommendations is because of the limiting picture of the situation that they are now working with.

A CLEAR PICTURE MAY BE ENOUGH

The consultant’s primary task is to present a fresh picture of what has been discovered. This is 70 percent of the contribution you have to make. Trust it.

What you do with your discovery is to focus attention ...

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