There is a book on having difficult conversations. The challenge is that we do not like having them. They tend to be difficult. Unfortunately, this can complicate honest communication. It is a challenge when we are trying to be positive and be seen as one that brings good news. It is even worse when we worry whether someone will shoot the messenger.
Real News Over Good News
The most common reason for hiring a consultant is to get another honest view of a situation. There is always a hope of getting good news. However, the desire is to hear the truth warts and all. It is not uncommon for the expectation to be that a consultant is not going to be sunshine and rainbows. There is already a sense that something is wrong otherwise there would be no need for your services.
Being a Scape Goat
Another thing we should remember as a consultant is that we are expendable. I have come across situations where the only reason a consultant is brought in is so they can deliver bad news. Think about some of the special steering committees that are created to research a topic. They often are comprised of people that have respect.
Nevertheless, the committee also often is comprised of outsiders that can deliver bad news and walk away without concern. We are here to do the work others prefer to avoid. With that in mind, you should embrace your role and know that other opportunities will always be available for those that maintain integrity.
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