Tag Archives: fcc

Overcoming “We Don’t Do That Here”

You see it coming a mile away: the solution to your client’s problem.  The answer seems to simple that you imagine yourself yanking a Whitman’s Sampler from a newborn.  After listening to your client completely, you lay out your solution with clarity, specificity and proof of past success.

And then…

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OK, now what?  What do you do when your client says “that’s not how things work around here?”

For years, I had a standard answer for this problem.  The answer involved probing for weaknesses looking for opportunities to nudge in whatever idea I thought would solve their problem.  Surely, my sterling logic would prevail sooner or later!  Thing is, it didn’t work.

After multiple attempts at bashing down the figurative door, I realized that a client saying “that’s not how things work around here” is really telling you two things:

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