Expert View

As an external consultant I can look at their problem with "fresh eyes" and provide them with an objective viewpoint and solutions that they may not have considered. I find it pays to be brutally honest in these meetings. Often the expectations on what I can deliver in a full-day workshop or a one-hour keynote are unrealistic and, as my credibility as a trainer/speaker is only as good as my last job, I need to be very clear on what the need is and how I can assist in meeting it. "How do you see this working?" and "Where do we go from here?" helps the client verbalise and cement their plans. Discover if the training manager's understanding reflects the participants' reality by investigating via questionnaires, phone calls or "secret shopper" activities. Wants are easy to come across, but unless you dig deeper you risk providing a service that either misses the mark completely or just skims the surface. As a naturally inquisitive person I enjoy the challenge of donning my archaeological garb, getting out my spade and pick and jumping in, "boots 'n all" to uncover the real need.