Imbibing a Consultative Mindset

You thought you had it all figured out when the raw content came from the client. A straightforward solution; you could wrap up in five weeks. Luckily, you have a good team too! The initial calls went off fine and the client seemed eager to wrap this up. You send the first storyboard … and it comes back shredded to pieces by the SME. Proactively, you ask for a call, confident of sorting this out. But the client is now very livid and states that TIS has not understood the requirements. You try to reason, but the client would hear none of it. They have decided that the course should be scripted and built in a specific manner. The SMEs are calling the shots now! Despite several iterations on the deliverables, discussions with the SMEs, and late nights, the project continues to go south. Before you know it, the matter is escalated to the top management.

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