What would you think if you went to the doctor and he wrote a prescription without asking you what was wrong or giving you an examination?
In the medical world, that’s called malpractice.
Too many consulting companies are guilty of the same thing. They offer a solution without diagnosing the real cause. For example, a training and development company may always believe that any problem can be solved with training.
Before we recommend any course of action, we determine underlying causes of the issues. The client decides priorities and the plan. Together, we execute for results.
Client Case Study
Here is an actual client situation that illustrates our approach:
We were contacted by a CEO of a small distribution business who wanted to increase their online sales. They had two different e-commerce sites in operation and wanted us to merge and consolidate them, which was within our capabilities to do. There was also a wish for improved search engine optimization.
While we understood the client’s requests, we resisted the temptation to proceed immediately down that path. Instead, we walked through a business model canvas with the CEO. In just two discussions, together we clearly defined the four very different markets the company serves with the same set of products. Each market has its own preferred way of doing business with this company, and in one case, they did all their business by phone. We recommended a plan to set up clear business processes for each market and develop a set of requirements to serve the other three markets with an upgraded website.
The result so far is an initial savings of $10K per year in cancelled internet consulting fees charged by an SEO company whose work was not increasing online sales. The ecommerce solution the client is considering should pay for itself within one year at their current level of sales alone.