A reader recently asked how consultants can balance a client's apparent lack of interest in the nitty-gritty details of a project with the need for clarity before the work starts. When you press for those details, what can you do when a client says, "Whatever...just make it happen, ok?"

Sensing the client's impatience, some consultants may feel they don't dare ask any more questions for fear of blowing the sale. Instead, they leap into the void, with arms and legs flailing, hoping for a safe landing.

The predictable result of this ill-advised approach is the client question every consultant wants to avoid, "Wait...weren't you going to do that?"

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