We typically use ‘bedside manner’ to refer to the level of empathy and compassion a doctor or nurse gives to a sick patient.

And while our context is certainly not as grave or urgent, there’s a parallel to us consultants and how we ought to treat our clients.

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Let’s remember, it’s a difficult thing for a potential clients to ask for help at all.

It’s a vulnerable spot to admit something’s wrong…

Or beyond their skill or capacity.

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It would be much easier to go it alone.

Brush their problem under the rug.

Or try to resolve it internally.

And perhaps they have already tried all those things.

Yet still, here they are.

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So when they come to us.

Our job is to listen.

To validate their pain and fear.

To demonstrate empathy and convey that we’ve seen this before.

And that we know the way out.

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Our job is not to be impatient.

Or to downplay their true emotions.

Or to eagerly jump to rattling our spiel or pre-conceived solution.

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Remember, we choose a painful market position intentionally.

We can unveil the remedy in due time.

In simple terms they can internalize quickly.

But first, we listen.

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💡

-Wes

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