November 2003 FAQ: My clients have a tough time describing the change they want to make. How can I help them?

Answer: The short answer is “draft, draft, and re-draft.”

The long answer gets to the same ending but with a round-about course.

All of us sometimes have trouble “saying exactly what we want.” It is not at all unusual for a business person to “know where he/she wants to go” but be unable to say it. Usually they can talk generally about a desired direction or about the fact that “the way we are doing it now just won’t work any more.” From such words, you can help the leader/client by drafting what you think the leader means … or by drafting what you would do, given your understanding of the direction.

Show your draft to the client and let them mark it up … let them say “no” to this part and “maybe” to another part. Then re-draft … and re-draft again … until you have a direction that works for the client and that will be understood by organization. And don’t let the client’s red marks on your draft stop you from doing it … unlike “school,” the idea is to get your paper marked up … that means you are getting somewhere!! 

By: Dutch Holland, Ph.D.

Dutch Holland, CEO of HDI, has worked as a management consultant for 30 years, helping organizations and leaders manage and implement change successfully. And if you enjoyed this short article, you'll love his new book, Red Zone Management: Changing the Rules for Pivotal Times (Dearborn Trade, Chicago, Fall 2001). Check your local bookstores or read a review at amazon.com or barnesandnoble.com! Contact Dutch at dholland@hdinc.com.

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