Consulting Mastery Underpromise and overdeliver is a terrible tactic
9 snips
Nov 18, 2024 The hosts take a critical look at the strategy of underpromising and overdelivering, highlighting its potential downsides. They advocate for clear communication and setting realistic expectations to build stronger client relationships. The discussion emphasizes the distinction between processes and tangible results, urging consultants to prioritize delivery of outcomes. They also stress the importance of collaboration, suggesting that successful consulting hinges on joint ownership and shared responsibilities between consultants and clients.
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Flaws in Underpromise/Overdeliver
- The traditional business strategy to underpromise and overdeliver aims to delight clients by exceeding tempered expectations.
- However, this psychological approach can be problematic and may not always be smart in consulting contexts.
Avoid Sandbagging Expectations
- Avoid sandbagging client expectations as a manipulative tactic.
- Instead, focus on delighting clients during the relationship with genuine over-delivery that fits the scope.
Underpromise Invisible in Consulting
- Underpromising suits commoditized products with low expectations but fails in competitive consulting markets.
- Consultants who underpromise become invisible to prospects lacking trust or prior relationships.