There are obvious reasons one might say:

·         They do not want to spend the money

·         They do think they can do it alone

·         They think they have the solutions

·         They think that by bringing us in they might implicate themselves as having failed

Fact is that maybe all of the above reasons are true; however the most important part is that the client simply does not believe in a real bottom line return of his/her investment. This brings us to the question of trust and the question, if the client really believes you can deliver the solutions to our findings during the analysis.

We think we have achieved the liking and respect during the analysis, but did we close the client step by step on our findings? Did we every step of the way get his agreement, which says, if we can solve this issue would it help you and if we solve that issue would it help you? Etc.

Basically what it means you need to ensure that you are in control of the analysis from day one. You have to be true to yourself and ensure that you do all the things you told your client you would do.

The moment you do not, subconsciously the client will start to lose the trust or believe in you. It is extremely important that you deliver what you preach. Or simply do not preach.

Having said this it still does not make sense that the client truly believes your findings, and still does not bring you in to make the necessary change.

This basically again shows why the client and his company are in the situation they are in, they do not take “painful” decisions, they see what is coming, but they prefer to ignore it. They think we invest in equipment this will help, the market will turn around and everything will get better again.

The same happens in our day to day live, for example, I know I have to lose weight, I know how to do it, still I go to a specialist to tell me what I already know and work out a health and workout plan.  With all this I sit at home think, about it and at the end of I decide to continue what I do today. If I am lucky things might go on, but really will hit I will get sick, I will have diabetes etc. at this point cure maybe too late.

So dear clients, get your act together, it is you who has to make the first painful decision for change. Keep in mind, “The Fish starts to stink from the head”. This is a simple fact.

So do you want to increase your productivity or efficiency? Do you want to become more cost effective? Do you want to reduce your operational costs? Do you want to become more price competitive?

If the answer is yes, what are you waiting for?

If the answer is no, nobody can help you!