The Power of Simplicity: Confuse Your Client, Lose the Deal

Not long ago, I heard a client complain about an alarming lack of clarity in his consultant's explanations. Unfortunately, it's not an uncommon client complaint. Too often, the language of "expertise" is needlessly complicated and drowning in jargon.

The consultants I know would agree that we're not supposed to add complexity for our clients. But sometimes we do so unintentionally. We all know the rule: keep it simple. That's often harder than it sounds. Especially under the pressure of deadlines, you can lose track of the power of keeping things simple in all your client communications.

If You Want a Simple Answer, Don't Ask an Expert

It's easy to understand why simplicity gets sacrificed in so many client interactions. For starters, simplicity is often (wrongly) associated with a lack of sophistication. According to conventional wisdom, no one wants to be thought of as simple. But think about Apple's iPod or Amazon's Kindle. Both are built on amazingly complex technology, delivered in deceptively simple, elegant designs.

Naturally, client issues aren't iPods. Their situations are rarely simple, and the solutions to tough problems are usually complex. And it is important to understand all the angles and options before taking a stand.