The Consultant who has Courage
What if I told you it’s possible to complete all of your “tasks” and still completely fail the client?
Knowing what you need to do is very different from knowing what the client needs done. They might sound the same, but knowing the difference between the two can make the difference between getting a job done and a job well done.
Once the client’s needs are understood, the person in charge has been determined, and trust has been built, (three things we explored extensively in last week’s newsletter) it’s time to deepen the relationship and this happens through taking aligned action that is constantly formed and adjusted by feedback.
How do we know the job is done?
There is a difference between working on tasks and delivering results.
It can be a nice illusion to think the job is done when all the tasks have been completed, but the job is not done until the client is satisfied.
Projects are complex. We think we know what the client wants (and we are probably close). We think we know the actions are needed to get the client what they want (and we most likely have great ideas). We think we know the obstacles we will face (and that is important)... but then life happens.
Adjustments will always need to be made mid-course. Those adjustments are only possible when we have a rapid cycle of feedback with the client.
When the space shuttle that made it to the moon was launched, there was a trajectory set in place, but the shuttle was only on that trajectory a small percentage of the time. The rest of the time, it would drift a bit to the left, and the thrusters would adjust to push it back on track, and then it would drift to the right, and the thrusters would once again correct it’s course.
It’s the same with most projects. It is not our ability to adhere to a straight line that will get us to the destination, but our attunement to our location in space and the ability to adjust in real time that helps us complete the mission.
How do we know the job is done? How do we stay agile in the process? How do we create a rapid feedback model that allows us to check in regularly and make any micro adjustments needed in order to make it to our destination?
Communication + Courage
Being with what is
We all have an idealized image of how we would like things to go - but the true leaders and high performers have the ability to hold what they WANT to happen in one hand, and hold what IS happening in the other hand.
It is helpful to have courage to see what is going right and what is going wrong. To have courage to check in with the client regularly for feedback and to hear ALL the ways we still need to adjust our efforts. To have courage to communicate set backs, even if we know it’s not what anyone wants to hear. When we have courage, something amazing happens: we are being with what IS (rather than with what we WISH was happening) and we can adjust in real time, in order to hit the mark.
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Looking up and out
Remember, the client is part of the team TOO. When we start thinking this way, we include and invite the client into the process, allowing for all the micro adjustments needed and a much greater chance for success.
Things shift when we are aiming for the client’s satisfaction rather than to try and make ourselves or our team look good. This shift from looking down and in with self protection to looking up and out and prioritizing the client’s advancement will change how you look at the tickets assigned to you, what questions you ask, and how you present in stand ups.
Change your posture
Most of the growth required for the shift from “coder” to “consultant” is simply a change in posture. Once the line of vision lifts to include the team, the client, the person REALLY in charge, and the end user that the client is trying to serve, it all starts to make sense.
Your homework this week is to self evaluate (or if you have a culture coach like we do at Clevertech, do this with your coach!) and ask these questions:
Can I clearly articulate what my client’s main objective is? (what is it?)
Can I measure (or do I know what metrics my client is using to measure) my impact on the client’s main objective?
Am I actively engaged with my team/client, communicating regularly the status and progress of my contribution?
Do I receive regular feedback to ensure that I am on track, all throughout the project, or only at the end, or after a major release or demo?
Am I more concerned about looking good for the client or making the client look good?
All of the posture shifts will bring fresh perspective and insight to guide you along your career and allow you to be a truly exceptional developer.
If you take the time to engage with these reflective questions and they yield helpful insights, we’d love to hear about it!
Comment below or send us a message. How else can we support your growth?