Why Change Fails and What to Do Instead
This article tells a story about why change fails and what to do instead. In addition, it provides insight into why consulting engagements fail.
Why Change Fails
“Unfortunately, I agree.”
“Unfortunately?” they asked.
“Yes, unfortunately. Now I have to do 10 times as much work to fix the problem. My solution that’s 10 times easier isn’t the right choice!”
I’ve said this multiple times in my professional and personal life.
A problem presents itself. With all the information I have, I try and find solutions when warranted. But, when the decision affects more than just me, I consult with those who will also be impacted.
Hopefully other people to bring additional perspectives, and (un)fortunately, new information that may necessitate a different solution path.
If my real goal is to do as little work as possible, I’ll dismiss others’ concerns or put on an extra layer of swagger, confidence, and schmoozing to try and get my idea implemented—even when I know it won’t solve the root issue. Really, if my goal were to do as little as possible, I wouldn’t even consider others might be impacted (sound familiar?).
But.
Because my goal is implementing the solution that solves the real issue, I say, “Yes,” even in the moments when it costs me more time, effort, and in some cases, money. Because in the long run, it’s the right thing to do.
I’ve been praised for this mindset. “Not everyone would own up to it being the right choice, especially when it means more work.”
And I have to be honest. I don’t understand the praise.
Were we not all working for the same team, trying to achieve the same goals?
This is why most consulting engagements fail: an unwillingness to say, “Yes,” to the right thing, even when it means more work.
Let’s take it a step further. I think this is why most solutions fail.
But what does any of this have to do with why change fails? Perhaps more commonly in the business world, why do consulting engagements fail?
First, I’d like to call attention to the fact that I’m talking about the result of a consulting engagement itself. I’m not placing blame on the business or the consulting firm. Because, depending on the scenario, it’s one, the other, or both!
I know too many peers who are dismayed at their company for hiring yet another consulting firm for a year-long, six-figure engagement to determine why employee morale is low. Couldn’t that money be spent on bonuses or payroll?! One such business was spending an extra $40k a month on a sideways implementation—and nothing ever came of it!
Or the firm who spends too much money trying to find out what the market wants—when their customer (dis)satisfaction is at an all-time high! Why not read the comments on the support tickets or listen to those fielding angry customer calls?
In these situations, the business, and those making decisions for the business, are in a position where they’re not yet ready or willing to accept reality. That’s why they keep hiring consulting firms. They’re looking for someone to say, “It’s not you, it’s them,” whoever “them” is, be they the employee or the customer. Its confirmation bias in action.
This is a perfect recipe for many opportunistic swindlers. “You’re perfect!” they tell the C-suite, “It’s all these other people that are the problem. I’ll take that 6-figure check from you and tell everyone else how wrong it was of them to make you look bad.”
And I get it. This is the answer we all want to hear when things aren’t going our way. I want my easy solution to be the right call!
But.
The real answer is often more complex than what I want it to be. I must be willing to admit I might be contributing to the problems I have around me.
So, what’s the remedy?
What to Do Instead
Face Reality
Own Your Resistance
Build Sustainable Habits
First, be ready to face reality. We all have blind spots that we can’t see. That’s why they’re called blind spots. But it doesn’t matter how many people tell you about your blind spots if you’re not ready to accept the possibility they exist. When things aren’t going well, find a good mirror and people who will help hold up the mirror so you can see those hard-to-see areas.
Second, own your resistance to reality. Own where you missed the mark. This is the most crucial step, especially for leaders. Radical ownership of one’s mistakes lets others know you’re human. Humanity is not a weakness, it’s realness. And when people see they’re working with someone who’s real, they, too, will give you their real self. This vulnerability is what creates trust so you can:
Build sustainable habits. Crash diets usually fail because the problem wasn’t a weekend binge, it’s a lifestyle of over-indulging and under-exercising. Likewise, the issues your business is facing are rarely one-off events. They were created with systemic choices that led to the situation you’ve been ignoring for some time. Now that you’re trying to fix a long-term problem, you must correct it with long-term solutions.
Why Consulting Engagements Fail
This is also how many consulting firms, I believe, both get the right idea and miss the mark.
Whether it’s multi-year engagements or perpetual fees for proprietary software solutions, many firms require your business to invest long-term in what they’re selling. While this is a phenomenal business model for them, it usually makes them the solution.
The problem with consulting companies being the solution is that if they’re the solution, it means the people at your company aren’t.
If the people at your company aren’t the solution, then why are they your employees? The results are much like a crash diet—they disappear as soon as the consultants do!
Company Connections and The Healthy Company Framework is designed differently. The book is a complete methodology you can implement yourself. And, when you want help from the experts, we offer professional courses to teach you how to be the expert at your company. If you’re still working with us after a year, something is wrong.
If you’re still looking for a solution for your business to help you get things back on track and want something different, give us a call. We’d love to show you how we’re different and how you can take back control of your business.
Is that latest change not holding up? Maybe you just need to heart to see what’s really going on.