The first question any consultant should ask is, “Who is my client?”

Posted on May 2, 2013

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This is also the first question for any teacher, minister, and doctor; anyone with a vision or passion to do something great in this world. Perhaps another way to frame the question is “Who do I serve?” Identifying the right client is a key step in providing the right service.

The second question is to discern the difference between three things, 1) what a client asks for, 2) what a client wants, and 3) what a client needs. What they ask for is often not what they want (a result of being shrewd or acquiescent). What they want is often not what they need (a result of being blind or self-serving). And what they need is often not mentioned at all (the reason you’re hired in the first place).

Posted in: leadership