Seven Cs of Consulting, The

Influence (change)

• Head: Once the change has to be delivered, you will often have to make things happen without any formal power base. Your only tool might be your personal capability to influence other people and change how they think, feel or behave. Long-term sustainable change can only be delivered if people want to change. Before you can influence people to change how they think and behave, you must understand what matters to them. In understanding the other person's needs there is a greater chance that you will be able to effect a fair exchange to secure your goals. So you must see the world as they see it. If you can think as they do, then you will be able to help rather than coerce people to change.

• Heart: The trap that many people fall ...