Context is Power
In the often hectic business of consulting, having the ability to mentally zoom out and see and leverage context is a superpower. Two examples: leadership and proposal strategy.
Leaders who regularly frame events in a wider context can reinforce the organizations grand vision with clarity and conviction. Keeping things in context creates a shared understanding of purpose and direction, promoting engagement, aligning efforts, and igniting people’s determination and passion. Leaders who keep things in context are seen as having a steady hand on the tiller, earning confidence and trust. Especially important during challenging times, which of course, is most of the time.
By regularly framing events in the context of the organization’s ultimate purpose, leaders can inspire teams to overcome tough obstacles, embrace change and innovation, and achieve greater results. Keeping things in context is how to keep everyone focused on ‘why we’re here’. The wider the context, the more it resonates and the more common ground there is for agreement.
Context is also a proposal strategy that can create a powerful differentiator and clear competitive advantage. Consider this::
Proposals are requested for planning and design of a new raw water pump station. Like Pavlov’s dog, most consultants respond to do precisely that. “Thank you for the opportunity to propose on this important pump station…blah, blah, blah.”
But you zoom out. “We see this project in the context of your entire water system, so have proposed a pump station design that will integrate with it seamlessly. For example, instrumentation and controls will integrate seamlessly with your existing SCADA system”, etc.
Zoom out more. What else might the city need or want? A park? A learning center about the water system? Can we integrating it into this project?
You zoom out even further. “Our proposal directly supports the city’s goal of providing a safe and reliable water supply to the community.”
Still further. “We know that having a reliable, cost competitive water supply gives the city a valuable advantage in the competition to attract new investment and economic development.”
Still further. “Our design will provide evidence of the city's good stewardship of the public's investment in water infrastructure, and will offer an excellent opportunity for city leaders to take a victory lap.”
Get the picture? Showing that you see a project in the same broad context as the client establishes a strong connection and builds trust. You're no longer just a self-centered consultant vying to get a fee. You're a valuable partner who understands their concerns and their vision, and will deliver outcomes that align with their goals.
Context isn’t just information. It’s a potent tool that amplifies your impact. Harness the power of context, and you'll witness the transformation it brings to your leadership and your backlog.
Do it right away. You only live once! (see what I did there?)
Cheers!
Dave
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Written by me, just a hint by ChatGPT
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