Good Advice from the “Million Dollar Consultant”

Good advice from a consulting newsletter by Dr. Alan Weiss, the “Million Dollar Consultant.”  He graciously allowed me to reprint it here. 

I remember working in my early years as a consultant with a company that had a defective product problem. They responded by sending two of the products for every one returned. That’s right, they sent two defective products to atone for the original defective product. My company told them to find the cause of the defect, but they got all tangled up in blame and politics, and the company went under.

We often pride ourselves on “contingent” action. That is, we’re proud that we corrected ourselves once we found we were lost. Or we spend a lot of money on fire insurance. Or we jury-rig something to work that wasn’t assembled correctly the first time. And those are, of course, important traits.

But they aren’t the most important traits. We waste time being lost and may be late or inconvenience people. We won’t prevent fires with insurance, especially if we have poor building codes or allow people to smoke in dangerous settings. The jury-rigged will never perform as well as the original assembly’s integrity.

It’s important to do things right the first time, or at least to find out why we didn’t so we don’t repeat the error. That’s important with raising children, forming relationships, and determining your future. You want to steer your kids away from trouble, not have to “rehabilitate” or treat them later. You want to deal with relationship issues without have to wind up in a therapist’s office. You hope that the sprinkler system and fire insurance is never needed because you’ve been attentive to preventing fires.

Contingent action—which address effects, not cause—is expensive, time consuming, and embarrassing. And it’s nowhere near as effective as preventive action—addressed at possible causes. After the sprinkler system does what it must, the furniture is ruined. After you get back on the right course after being lost, you’ve still squandered a lot of time.

Take a look around. Do you find yourself, at home or at work, spending a lot of time dealing with symptoms and effects you’d rather have avoided altogether? If so, change your focus to preventive action. Stop fighting fires and start preventing them.

Copyright 2017 – The Balancing Act (R) Newsletter – Alan Weiss PhD

I’ve followed Dr. Weiss for many years, and made him one of my first resource reviews in 2011. He has written over 30 books on consulting, has several newsletters and a blog, and conducts workshops around the world.

Although his primary focus is business/management consulting, his ideas are valuable to technical consultants too.  Like a Dutch uncle, he can be blunt but his advice is always sound. Thanks for sharing, Alan!

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