By Alan Weiss, Contributing Editor
"That's not a good idea."
"Why that arbitrary alternative?"
"That won't work."
"No, I'm not going to do that."
The lower level the contact from a prospect, the more you'll be asked to submit a response to some "program" or "intervention" that the requester has in mind. The higher the level, the more you'll be asked to demonstrate how you can generate certain results.
Recently, a human resources committee contacted me from a major pharmaceutical company. They wanted detailed answers to ridiculous questions. I mentioned that I had worked with a dozen major pharma firms and began my projects by discussing objectives with the project owner. The HR guy sniffed that they would never simply "allow" just anyone to talk to an executive.
Ciao, baby. Your loss.
Most bright training and HR people will respond maturely when you tell them that their process is suspect or their approach is flawed. But the rest will take offense and become defensive.
We're not in business to try to obtain clients no matter what the cost. In fact, we won't be in business long if we cater to unreasonable demands and sacrifice our own perspective and integrity. This is not about arrogance or "attitude," it's about self-esteem.
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