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

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CHAPTER 19

THE HEART OF THE MATTER

To say it one last time, maybe, consulting is primarily a relationship business. No matter how research-based or technical the project is, it will always reach a point at which the success of the work will hinge on the quality of the relationships we have with our clients. This relationship is the conduit through which our expertise passes.

The way we contact and engage people around our expertise is an applied art and takes a hundred forms. At times it is one-to-one coaching with an individual or team. It can be working with a group on strategy or technology, or running a training session. Underlying all the ways we work with clients is a set of beliefs about relationships, learning, and the nuances of how ...

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