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.
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: