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Consulting to maximize results

Rafael Herzberg's picture
Consultant energy affairs, Self employed

Rafael Herzberg- is an independent energy consultant, self-employed (since 2018) based in São Paulo, Brazil* Focus on C level, VPs and upper managers associated to energy related info, analysis...

  • Member since 2003
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  • Mar 29, 2022
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Consulting to maximize results

It is part of the cultural profile of Brazilian solution providers, in the energy area, "teach" the customer. Show how him/her how to think!

My experience, in more than 30 years of consulting, indicates that the best results come from another posture: thinking about what the client says!

That is, initially asking questions to the client in order to find out what are the "boundary conditions" that must be obeyed for solutions to thrive.

These are two very different "avenues". The one from providers and the other from independent consultants.

It will be worth "trying" the "consulting" mode. You will surely be surprised by the results!

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Matt Chester's picture
Matt Chester on Mar 29, 2022

I would imagine this is much more successful when dealing with larger organizations that have a facilities manager, but smaller companies may not even have a single person with the right role identified for this, right? 

Rafael Herzberg's picture
Rafael Herzberg on Mar 29, 2022

Hi Matt!

You bring a very interesting question! Actually, at least according to my consulting experience, the central aspect is having a high level contact. Large or small organizations. 

If this contact is really interested in the "discovery" phase then chances are... way up. Very successful results that were achieved by my clients started basically the same way: the C level guys asking what kind of solutions are there for us? This "curiosity is the key element.  It may be a small or a large organization.

On the other hand, when you are told to interact with a lower level manager, there is a very important component at stake. It is very common that these guys are afraid that solutions that they didn't think of, might be discovered and then they feel that they will be "badly" seen by their boss for this situation. Then it is possible to anticipate a "not collaborative" environment and the end result is known: opportunities may not be identified and captured.

The human behavior is such an important factor!

Rafael Herzberg's picture
Thank Rafael for the Post!
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