At Citisoft, we’ve seen no shortage of multi-year, multi-million-dollar transformation initiatives and the pace of these projects doesn’t appear to be slowing down soon. Consultancies like ours make a living helping investment managers navigate the choppy waters associated with such endeavors. With a few decades of experience under our collective belts, we’ve found that there is a specific mindset that our consultants have on transformation projects that has earned us a reputation for long-term success.
In our observation, there are two ways of thinking that permeate the project engagement culture at many firms. The credo of do whatever it takes to stay on that project (Survivors) or the belief that by knowing how and when to “Lose Your Job” you can actually create exponentially more value to both your client and your firm (Differentiators).
So, who are you?
The Survivor is someone who looks for something on a project that ensures their perseverance. To this type of consultant, there are no sweeter words than hearing "We need Jane because she is the only one who knows how to do this."
The Survivor will posture and ingratiate themselves to whomever is in power and will gladly switch allegiance at the drop of a hat should it behoove their staying power. They are the "yes" men and women of the project and rarely challenge leadership to think differently for fear of retribution. At critical junctures of the project, they become shadows in the night only to re-appear once the sunny days of the project re-emerge and all the hard decisions have been made.
Essentially, a Survivor does what it takes not to get voted off the island.
On the flip-side, there are the Differentiators. The Differentiator is someone who focuses on answering one fundamental question: How do I create maximum value for my client on this project?
The Differentiator likes being put in tough positions. They relish the opportunity to straighten out the issues that are a struggle for the client. Their demeanor is to listen twice as much as they speak. They give credit to the team when things go well and take responsibility when things need improvement.
Most importantly, Differentiators know when it is time to lose their job! They view their role as temporary and as such always keep an eye out for their successor. The Differentiator does not build the house and simply hand over the keys to the client once it’s done. They lead via emulative actions, walking hand in hand with their client from the pouring of the foundation all the way through the second coat of paint. A Differentiator measures their merit by ensuring their client can readily realize success long after they have departed. The transfer of skills is the ultimate goal!
Through personal experience, those partners who embody the Differentiator values and promote the “Lose Your Job” mindset are often rewarded double-fold via additional opportunities and further goodwill that deepens the partnership between their firm and the client.
While it is unfortunate that many consultancies focus on the opportunity a client presents to themselves, the best focus on the opportunity they present to their clients. We at Citisoft believe that to “Lose Your Job" the right way is the best way to create value for both our clients and ourselves.
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