My client has Australia's best delicious/nutritious food. He has the systems in place to duplicate in target areas.He's had 40 years in the business. He is a wonderful communicator etc, etc. I can see the new stores, the design, the food, the customers etc. I can see it, but am having trouble convincing him. He would like me to be involved, but hasn't committed yet. What can I do to get him over the line, to share what is keeping me awake? Best wishes Brian James

-- Brian James (bjpr@netspace.net.au), November 01, 2000

Answers

Brian, do yourself a favor, read the story of Xerox Parc (Palo Alto Research Center and learn the lesson from it. You can have the best idea but not taking it can be disastrous for your company. Take a look at where Xerox is today and where Microsoft and Apple and all the other great stuff that came out of PARC is.

Now look at your idea. Formulate it, present it, but if your client doesn't take a great idea then the lesson from PARC is that there is always someone else out there who will. I get the feeling that this client is meaningful to you and you want to do the best for this client, but if your idea was worth something (and he has had 40 years in business!) then that is your clients choice.

We are very upfront with our clients as well but at the end of the day we tell them that it is there choice because we don't run their company and never did. As consultants we give clients an alternative view of the world, something that the day to day grind of their business would prevent them from seeing. That is our value and that's what can translate into dollars and opportunities. This is business, if she or he doesn't see the virtues of your ideas, then you have to take them to someone who does.

Otherwise if you really believe in your idea for this client as being sacrosant, then cough up the money and invest in it with him, throw away the consulting role and offer to become a partner. When you have an idea like this, don't think your the only one who is staying awake, your client is probably been kept awake by it too.

-- Mark Zorro (zorromark@consultant.com), November 02, 2000.