You’ve hit numerous nails directly on the head in your comments, and I agree with everything you’ve said. You’ve addressed so many key issues, including reasons clients may not accept a proposed solution, the challenges of implementing change, and the familiar reactions to the very thought of tackling data quality issues (a colossal effort in most cases). These are all issues that most consultants will bump up against at one time or another, and your advice is right on target.

I especially like your point about planting seeds. As I stated in one of my articles: “Some people simply need time. Overnight is not the time frame in which they make decisions. The bigger the decision, in terms of bucks, impact or risk, the longer the sale will take. For some people, every decision is a big one. The key is patient persistence — and persistent patience.”

One point that I’d add is that some consultants (or many, perhaps) let their ego get in the way of delivering services. That is, they believe that because their experience is usually broader than their client’s, their solution is the right one and the only one. Some consultants have a hard time getting out of their own way; they need to work at appreciating how things look from the client’s perspective.

A book that I recommend, and one that all consultants can benefit from reading, is Jerry Weinberg’s “Secrets of Consulting” – a classic in the field and a book that I and many of my colleagues reread regularly.

Naomi Karten
http://www.nkarten.com

This post was mentioned on Twitter by ej_butler: How do you change others’ mindsets? What are your thoughts on this question? http://bit.ly/9gdbjE /via @ITSoftSkills #changemanagement…

I make my very best attempt to unearth all the issues, work hard to clarify my points, and teach those on the inside how to convey those points to others I do not have access to. Once a decision is made, I am sometimes part of the solution to make the decision come to life.
Kate Nasser, The People-Skills Coach
http://katenasser.com