In one of my recent projects, I had an incredible experience with a customer: the customer is in preparation for the implementation of SAP S/4HANA and has numerous parallel projects. New projects are being launched. There are changes everywhere and it is not clear when this SAP transformation will start (where I am the designated project manager).
In preparation for this day, we had a series of meetings, each time with a different set of priorities and topic.
It was inpossible to know, what the current topic would be for the meeting on site. Hence, I had not prepared an agenda or a PowerPoint presentation (which would be a normal management consulting approach).
My perception was "I am unprepared". My attitude was "let's see".
My client, the CIO, began to explain the current situation.
I listened and asked questions like
"why?",
"why not?",
"I don't understand",
"couldn't we do xyz?
But mostly the CIO did the talking and the writing on the whiteboard.
After an hour we had a solution to a problem that had been worrying him for almost two months. His expectation was: this will be a long workshop day.
But we were done in 1hr - and he was blown away.
The compliment I received was the most amazing of my entire career.
What were the key success factors?
I think it was listening, not saying anything and allowing space to think and brainstorm - as well as asking "why" and "why not" and "please explain, I don't understand"?.
Asking "why" 7 times will bring you to the truth (watch this video: Ask why 7 times and then you will know the truth. With John Kuypers).
My personal "aha" moment was during the conversation with my husband: I had to tell him about the compliment - even though I was not prepared.
He replied: "That's not true. The last 20 years have prepared you for this moment".
It's about trusting your own experiences and skills….
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