1. DuPont Confidential DuPont Consulting Solutions What I didn’t learn from a book Thoughts for AIMC conference attendees Bryan Daggett Managing Consultant - DuPont

2. 8-Oct-15 – 2– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential Books that taught me the most about consulting u The Goal – Goldratt u Flawless Consulting – Peter Block u Improving Performance (Managing the White Space) – Rummler & Brache u Managing the Professional Service Firm - Maister

3. 8-Oct-15 – 3– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential Why my learnings might have relevance for you u DuPont has had a large ICG for more than 10 years l $ 20M /yr. l Global, 100+ consultants at times l Bring insight, real world experience l Multi – practice: Business Strategy, General Management, Marketing & Sales, Innovation, Seminars l Open market, compete for business consulting firm u Internal consultant for 15 of my 24 years in business l Marketing & Sales Effectiveness instructor l Supply Chain consultant l Management consultant l Organizational capability consultant l Executive coach l COO of an internal consulting business u AIMC has been a place to learn and to share what you learn with others

4. 8-Oct-15 – 4– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential What we’ll talk about this morning u Work is logical, people are psychological u Dangers of being a “well run” ICG u Dancing with clients – giving them what they want and providing what you think they really need

5. 8-Oct-15 – 5– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential Work is logical, people are psychological u Left brain organizes things in linear ways l Flow charts, GANT charts l Work plans, templates u Full brain adds perspectives and questions l Who are you, why are you l Is your approach OK with me l Should I trust you, appease you, or avoid you u What’s the focus and motivation of the stakeholders to your project ? l What are they hoping happens (achieve, connect, influence) l Why is the outcome good for them

6. 8-Oct-15 – 6– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential Work is logical, people are psychological u What’s their outlook on things and how rooted is that ? l Do they do for the common good and hope it’s good for them l Are they generally nervous, spending a lot of energy to gauge the winds l Are they usually suspicious assuming other manipulate the situation for personal gain (because that’s what they do) l What’s been the key trends, events for them in the last year, as those recent consequences may dominate their perspectives u So – what to do with this psychological perspective ? l See the whole, you will know the course to take (“Be the ball”) l Focus on the client, Earn the right to advance, Persuade through involvement u My Story of failure: Giving a report card

7. 8-Oct-15 – 7– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential Dangers of being a well run Internal Consulting Group u What’s well run l Consistent processes, dependable results l Quality controls, Balanced scorecards l Harmony – strategy, systems, processes, people aligned u Who did you recruit l Effective “Frustrated Change Agents” l People with insight, quick studies, “amazing results” l Performed without being led u Why did they join & stay l Achieve without the hassles of power l Finally felt a connection – at home l Applauded for knowing how to play without music u My failure story: Losing the jazz player

8. 8-Oct-15 – 8– DuPont Consulting Solutions Helping clients grow and achieve superior performance Copyright © 2002 E. I. du Pont de Nemours and Company All rights reserved. DuPont Confidential Dancing with Clients – what they ask for & what you think you should give them u What’s the presenting issue and scope of work l Where’d that come from u Why do they think the issue developed in a way their organization needed help u Starting the dance – to their music l If you don’t meet them where you are, will they dance with someone else u Move in a little closer, to whisper in their ear l Are you beginning to earn “trusted advisor” status u Changing the song, then the tempo, then the type of music u Encouraging them to dance with others so that you can too u When clients seek you out because they enjoy dancing with you, not because they “hear that song again” l Executive coach u Your failure story ????