When you are involved with a debt sale, merger and acquisition, dealing with a consultant or just a sales opportunity there are times in which you should lift your skirt a little and let the party on the other side of the table see your vulnerabilities and your processes.
Many people have a difficult time showing other people how they do business and where their weaknesses lie. When any of us do self-evaluation it is often hard to share the gory results with other people. In fact often we do not even admit our own weaknesses to ourselves. So the question is how, when and to whom do we release this sensitive information?
As a consultant I am often faced with how other CEO’s and COO’s are going to lift their skirt to me. I am the doctor so as a consultant I am one of the people to whom you should lift your skirt and lift it high when engaging for a consultation. But often I find that the managing partner or collection manager tries to hide their deficiencies from themselves and from me.
In order to make significant change happen in your organization you must lift your skirt and evaluate yourself closely. What you find will determine if you can make changes yourself or you may require help (a consultant). A good consultant will find the truth within the organization and can provide the needed change plan but until the decision maker will lift his own skirt and self-evaluate the business and personnel the changes will not be implemented and change will not occur.
If you are in a debt sale or M&A negotiation then you need to lift your skirt high enough for the person on the other side of the table to make a firm solid decision but so far as to expose your personal deficiencies. If you are in a sales opportunity it is often best to discuss the limitations of the product as well as the key positive factors.
Many people in this business refuse to lift their skirt to themselves and this has left them in the past. This group is still doing things close to the same way they were 10-20-40 years ago. There is also a group of rising businessmen that have no skirts and go around trying every new process and ideas, this group finds many jewels in the constant search but often need to find focus to gain real traction.
We all have to spend a few minutes and soul search ourselves and our businesses if you find you could use some help to make positive changes we can help.
{ 4 comments… read them below or add one }
Melissa wrote me and said: Mr. Duff….I see the point that you are trying to make and I appreciate the emails; however, I would suggest that you use a different analogy next time. “Lifting the Skirt” may not be the best way to describe what you are trying to convey.
Thanks,
Melissa
Melissa,
I do realize that it is a bit on the edge but sometimes as a consultant I have to shock someone into listening to me. I have studied how to get the point across and you might be surprised how well some of these tactics work. I can promote positive change within a business culture but often that takes getting everyones attention as this email you sent to 3 co workers proves it can get you talking.
I have included a introduction to my services. I am a Six Sigma Agent trained in process improvement and business buy-in.
Thanks for the concern and support,
Phil
she wrote back;
Mr. Duff,
Thank you for your quick reply. I can understand the worth of shock value, but is it worth it to trade professionalism for vulgarity? Those I copied were already on your distribution list and we were not impressed with your attempt to shock. Promoting positive change is a great endeavor, but at the risk of offending potential future clientele? That is not good business. Perhaps your message would have come over differently if your analogy was in the title only, instead of threading it through the entire publication. However, it is merely a suggestion and that is what makes this nation great, as we are all entitled to our own opinions.
Thank you for your time and attention to this matter,
Melissa
I do apologize to each of you if you see it as vulgar. Most of the collection industry has very thick skin, sorry.
Phil
Melissa I applaud you for commenting as you did. I don’t think Phillip realizes how many folks were offended by his analogy as unintended as it may have been. Every day is an opportunity to learn. I am sure this was a lesson learned.