On consultants and forced buyers

'Detachment' is supposed to be a virtue, at least among Hindus. I find it to be an effective weapon to survive at work. What makes this 'detachment' all the more enjoyable is adopting a 'learning mindset.' Not that it is easy to adopt a learning mindset. But often, it is the only way to convince oneself that the day has not been totally wasted and the innumerable meetings attended and slides made were not a complete waste of time.

Therefore, in a desperate attempt to justify the twelve hours a day I spend at work or commuting to work (I live in Bangalore, remember!), I have decided to list my lessons from each day in this blog. Not that I expect this to be of much help to anyone, but hey, its my blog!

So, my lesson for the day: When you face an unwilling buyer of your product or service, you have two options. One, convince him that he needs your product or service and make him realize your distinctive value (if you have one) and thereby convert him into a willing buyer. Or else, strategy two - shake hands and walk out while the relationship is still good and there is some residual dignity and respect left in the relationship. Often, you may feel that your customer is a prize idiot and does not know what is good for him (you, of course) and therefore be tempted to force your medicine (your product or service) down his throat. But this strategy rarely works in a professional relationship, because it is rather difficult to hide the underlying key assumption in your strategy from your customer - that he is a prize idiot. The most likely result of such a strategy is severe deterioration of the relationship, withheld payments, bad reputation and lost opportunities for repeat business.

Of course, all this is easier said than done. Often, there are very real bottom-line compulsions or the customer is a part of a 'key account.' Also, there is often the hope that the 'irksome' customer will be replaced by more willing clients (come on, they cannot not see that this guy is not the right guy). While I may be seemingly adopting a high horse now, I am curious to see how I will react if faced with a similar decision.