12 Golden Rules of consulting

1. Assume nothing
2. Put yourself in the client’s shoes
3. Tell them what they need to know… not what you want to tell them
4. The easiest way to get buy-in is to provide a big opportunity not to buy in
5. Always start with the end in mind
6. Seek first to understand
7. Situate… then talk
8. If I say it, it must be open to doubt… if you say it, it must be right
9. Always question the value you add to the client
10. Think… first things first
11. Always help the client to predict the next steps
Last modified on: 4-July-03 by: DJB

12. Clients only commits when they say what they’ll do

© Evolve Partners LLP

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 12 Golden Rules of consulting
Explanation
• Consulting, both internally as a member of a
Programme Team or externally as an Evolve
consultant, can be difficult. However, there are
some straightforward rules-of-thumb that will
make the experience easier
Application
• Use these as day-to-day reminders of good
consulting practice
Demonstration
• These “golden rules” are best discussed one-by-one
in small groups in open discussion, using
personal examples of occasions when these
rules have NOT been applied and the
consequences
Notes:
• Assume Nothing: ask open questions, especially in
situations with which you are familiar; step back
frequently; use others to test your conclusions
and assumptions. Put yourself in the client’s
shoes: “win-win” means working harder for
others; always look at any situation or negotiation
from the other person’s perspective; understand
Last modified on: 4-July-03 by: DJB
what is in it for them to minimise resistance &
create “win-win” situations. Tell them what they
need to know: it’s all about timing; it’s easy to fall
into the trap of telling people everything you know
about a subject at the wrong time; help provide
focus
© Evolve Partners LLP by identifying what they need to know now
in order to succeed.
The best way to gain buy-in…: lack of autonomy is a
major cause of resistance; provide more than one choice
backed up with a unbiased appraisal; remember a powerful
alternative is often “do nothing”. Start with the end in
mind: place the ladder on the right wall before you climb; be
clear on the end output then work backwards; break the
journey into smaller steps; keep focus on what successful
delivery looks like. Seek first to understand: check your
understanding before you assert; take the time to
understand why the client holds their views; ask yourself
why; take time to listen & reflect & find common ground.
Situate … then talk: Show the picture on the box before
you talk about the pieces; start by giving the context &
positioning; help the client to help you; If I say it … : People
believe what they say; help the client develop their own
ideas rather than lead with yours; make assertions into
hypothesis. Always question your value: challenge
yourself about the way you are working and the results you
are getting & what you can do to improve your performance,
try new things First things first: don’t boil the ocean dry;
don’t get worried by scale of a challenge; break it steps and
prioritise. Predict next steps: “mystery tours” lead to
resistance; use experience and planning to show the next
steps, predict outputs and emotions; predictions that are
broadly correct gather respect The client only commits
when he says what he’ll do: people must express
commitment for it to exist in their minds; ask for it; phrase
open questions to make that possible; “By when?”, not “By
next week, yes?”; people often acquiesce when they have
not heard
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