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I feel seen 🥸
Hey Fishes, Need 11 likes. Please help!
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Sell the dream…manage the disappointment
Close the deal, wait for the risks of inevitable to happen, then follow #3 to mitigate
Sell it and either help to make them successful or help to place a team that can make them successful.
When you say your client doesn’t have the right team, then you ‘ve under-scoped the work. Good clients know that good consulting jobs require investment not only in good consultants but also probably the same commitment to their own people as well as a recognition that there will be OOP expenses as well (more than just yours) for this kind of work. A 45MM project over three years is sweet but not worth trashing your staff, disappointing your client and taking the inevitable write-off. Counsel your guy that it is in his best interest to help the CEO and the board to allocate the right resources to the effort—you know what you need— and then mentor him through it—-even if it takes a few weeks. It also depends on how many levels are between your “leader of the department” and the CEO—if it’s more than two or three levels, I think you may need to find a higher-level sponsor (“who else can we work with to make this a success?”). Unless you’ve got a very unusual relationship/contract, there will be tears.
Coach
DM me the name of the company. I’ll take care of it for you.
Who made you a Partner?
😜 I hope you heard the answer in the joke?
Sell the work while documenting pre-requisites for success on the Client side… make those visible in Steerco… ensure Steerco has people higher than your direct client and can make these pre-requisites happen…
“Department”-?
Thanks All. I have 2-3 other programs running on the same client so was thinking if we don’t deliver good on tech and data then it might impact the other programs
In my view, you have to have delivery capabilities that are at the same level as your sales capabilities. Otherwise, it will lead to a mess and after the fact finger pointing isn’t worth much. Options are: encourage your firm to use (or hire) someone else, find a new firm, maybe try to assist in delivery?
How do you think the CEO or board will react if you tell them how you feel about this person and his team?
Genuine question
Do the right thing and refer a qualified firm. You are doing a disservice to the client to lie