Cash Up or Consult

And if you get them in the wrong order you could be in trouble.

Today I am flying to KL for a half day change management program for a board of directors for a large investment bank over there.

I ran this same program for the senior managers there in September last year. Can you spot the red flag yet? This is one of those cash up or consult scenarios.

I am happily going to fly up to Malaysia for a half day of work, stay a week, stock up on DVD’s, get reflexology, eat yummy food and catch up with great people there.

The red flag is the fact that when it comes to change management – the more senior the buy in, the more successful will your outcome be.

I read this from a colleague on Linked-In.

“When we first meet someone, a prospective client, we so often fall for the biggest trap in sales. We give away our power before we have negotiated an agreement on what a solution to their problem is worth.”

I would add that not only do we give away our power, but that when we want the work it’s easier to go along with the client’s evaluation of the organizations needs to get the work, rather than what our own experience is telling us.

As the contract corporate trainer In this case, having already run the program for the senior managers nearly 6 months ago, I wonder what affect a half a day will make.

Big dilemna, for now though, I’m happy to cash up in KL.