Poking, Prodding, Producing: The 3P Method of Business Management Consulting

by Pamela Campagna | Consulting, Inbound Business

Those of you who are familiar with us know that we take a somewhat unique approach to business management consulting.

In addition to the research, reporting and advisements of traditional consultants, we actually enjoy getting our hands dirty with execution.

That sounds a bit gruesome, doesn’t it?

What we’re trying to say is that we don’t just determine the appropriate course of action; we roll up our sleeves and help make it happen. Over the years – as we’ve helped clients of all sizes and industries – we eventually codified this process. Today, it’s known to us (and now you) as the “3P” method of business consulting: poking, prodding and producing. Again, context is everything when it comes to business lingo, isn’t it?

Anyway, if you’re unfamiliar with this approach, we wanted to briefly outline the basics in the event that you or someone you know might be looking for more value from a business consultant. So with that in mind, allow me to quickly explain the benefits of this approach by pillar. Here we go…

Poking: In the world of business management consulting, nothing is ever as it appears. The client knows there is a problem (why else would they contact a consultant?) but often times they are not entirely sure what that problem actually is. A lot of consultants simply take their word for it and immediately begin working on a solution. We take an alternate route. Instead of accepting the client’s version of the problem, we examine the business ourselves, and in doing so, we often end up drawing much different conclusions. In other words, we make sure we’re trying to solve the right problem.

Prodding: Once we’ve identified the underlying issue, we dig deep into the details. What factors are contributing to the problem and making it worse? Are the problems a result of people, processes or systems? Are they caused by a lack of planning, a lack of execution or a misinterpretation of data? Unlike the first phase, this process is highly collaborative, as we spend a great deal of time interviewing key stakeholders (as well as customers in some instances) to determine the specifics of a particular challenge.

Producing: The problem has been identified, along with the symptoms. Next comes the fun part. Now it’s time to create and implement a solution. As you might expect, this process varies greatly depending on the client and their specific challenge. They might be launching a new inbound marketing initiative and need to remodel their business plan or revise their sales process. They might be looking to increase operational efficiency and need an overhauled operating model. Or, they may need additional resources to be on-site as needed, to understand their business and address challenges in real time. Whatever the challenge, we take the lead to address it.

It’s the “producing” part of the approach that separates us from the vast majority of business management consultants out there. Today’s businesses are increasingly looking for more tactical, hands-on execution, not just suggestions on the appropriate course of action.

This isn’t a big change for us – it’s what we’ve been doing for more than a decade.

Does this sound like an approach that can move your business further? If so, drop us a note.

How to Know How Far to Go: Business Lessons From the Mountains – Part I

by Pamela Campagna | Consulting, Learning, Life Lessons

I recently hiked two 4,000-foot peaks in the White Mountains. This may not seem like a big deal to many – unless you’re afraid of heights like I am. Regardless, I decided to join in on a trip to the White Mountains, thinking, “How difficult could this be”?

I learned there’s a big difference between walking or running seven miles and hiking seven miles!

Call it blind faith or dumb luck, but we made it there and back – and learned a few things along the way.

Lesson 1: Start with a Committed (and Experienced) Team

I knew that I would be with hikers who were more experienced than I was – one of our companions was looking to complete his list of “4,000’ Peaks Climbed”. In fact, the reason that I had signed up for this hike was to join a friend of mine – a nice way to spend a Saturday, right? When we arrived at the trailhead, it was cold, damp, foggy and rainy. Two of our members (including my friend) opted to stay back and enjoy a warm fire and lunch and drinks at a nearby restaurant. I decided to continue on and do the hike with 6 other strangers. After all, it was only seven miles, the rain had stopped and I figured we’d be home before dinner.

Lesson 2: Be Ready for the Pitfalls

Each hiker shared thoughts about the upcoming adventure as we prepared for our journey. The experienced hikers talked about routes, rain, wind, and fog. The novices (like me) talked about bathroom facilities, warm clothes, and lunch. We were all anxious to get started. Little did we know what was ahead of us. John Assaraf of “The Secret” fame describes the road to achievement and self-development much like driving a car in the dark: you may not be able to see what lies beyond the range of your headlights, but as you come closer, you can see more clearly. We were ready.

Lesson 3: Take Things as They Come

We planned to cover two 4,000 foot peaks in the White Mountains: Mt. Osceola and its counterpart, East Osceola. We scaled the first peak and forged ahead. Stepping over rocks and trying to stay on eroded paths, we encountered unpredictable trail conditions. At each turn and elevation, the terrain presented a new challenge (especially for the novices in the group, like me), and we plodded along, chattering the entire way. I noticed that when the chatter stopped, the terrain became more treacherous – a sign that we needed to pay more attention to what was ahead.

Lesson 4: Find Your Own Pace

The hiking group included novice and seasoned hikers alike. As time went on, the more seasoned hikers trudged ahead of the rest of the group, acting like scouts who returned to report what was ahead. It was not unusual for others in the group to drop back and wait for those of us who moved more slowly across the challenging terrain. We developed a kind of rhythm throughout the day, with smaller groups moving together, each at our own pace.

Have you conquered a challenge and applied it to business? What sort of business lessons have you learned?