If I see something that a client has missed, it is not because I'm a genius. More likely, the reason is one or more of the following:
- The same scenario has already crossed my path a few dozen times. [That's why I have gray hair.]
- It's easier to see the picture when you're outside the frame. [I can't recall who said that but it frequently comes to mind.
- The issues are a part of my specialty.
- I have no turf to defend and no dog in the fight.
- Listening for what is not said can be more revealing than pondering what is said.
- My approach is to gather information before conducting an analysis rather than the other way around. [I know that sounds flippant but think of how often all of us slip into analysis and then seek information to support our position.]
- Consulting is one of those jobs where you can take time to think and people don't assume that you're goofing off.
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