Remember I'm OK, You're OK, that paean to adult relationships by Thomas Harris? It stipulated that you have to undertake an adult-to-adult transaction with others, to see both them and you as emotionally healthy. (He also recorded for posterity in this book that psychiatry, to many people, is like a blind man in a dark room looking for a black cat that isn't there.)

If you are going to market and sell consulting services (or, for that matter, other professional services), you'd better adopt this philosophy, even erring on the side of "I'm OK, you're not." After all, the prospect or client is calling you in to help with something they are unable to resolve themselves.

Yet FAR too many consultants are walking in with the attitude of "I'm not OK, and you're GREAT!" in sort of a Tony-the-Tiger refrain.

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