In working with clients, our actions and decisions are often based on our perceptions about the meaning behind the behavior of others. Because that meaning can be so hard to decipher, you might underestimate or discount the importance of understanding what clients are thinking and why.
Of course, you always have to offer clients a fact-based case for action. But, in doing so, the ability to accurately read the people around you will help you influence change, communicate more effectively, and save you time and trouble.
In this month’s issue of The Guerrilla Consultant, I suggest some ways you can test your perceptions about what is really going on in clients’ heads.
About Michael W. McLaughlin
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