What Do You Do When the Group You’re Presenting to Turns Hostile?

In one of my first assignments as a senior consultant, I was given the responsibility to lead one of our firm’s largest clients in a strategy clarification process. I had both air cover and ground support from the firm, but this was a challenging assignment because the industry was under attack from foreign competitors, and the firm had not fared well in the fight for differentiation in tough markets. I was new in the lead role which proved at times to be a steep learning curve. Needless to say, there was a lot riding on the outcome of our strategy, not only for our client but also for our firm and me.

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2017-11-30T18:48:29+00:00