Stop talking about the problem

I hear it from potential clients.

I’ve heard it from past clients.

I hear it in my own head.

“Stop talking about the problem. Do something about it!”

The first thing I do with clients is an assessment. It’s a simple tool I use to quickly get to the heart of what’s happening with their team and tech. When I require clients to start with an assessment they sometimes push back - “We don’t want to just talk about the problem. Let’s do something about it”.

“Bias toward action” and all that, right?

The caricature consultants get a bad rap for charging 5, 6, or 7 figures to deliver a PowerPoint deck at the end.

That’s not a problem with assessments. That’s a problem with the consultant and the expectations of everyone at the beginning.

Here’s why I usually start the assessment (and roadmap) first.

Guessing at the problem and just getting to work is far more expensive than talking about the problem upfront (You know what they say about assumptions). It’s way less risky to start small. Before signing big contracts, see what the experience, relationship, and results are like during a small assessment.

But here’s the main reason:

You can’t fix what you don’t understand.

You can’t understand what you haven’t defined.

You can’t define something you didn’t know existed.

Talking about the problem might be exactly what you need. Only then will you be ready to take precise and strategic action.

I’m here,

Sawyer