Explaining What Performance Consulting is to Clients

When I was initially starting out as a performance consultant, clients used to ask what that title meant—what is a performance consultant? And I’d stumble into a definition of what human performance improvement is and what distinguishes it from other approaches only to discover that after about the second sentence my client’s eyes had usually glazed over. Typically we, as performance consultants do a lousy job trying to explain to clients what it is we do and why it works. And the biggest reason why this happens repeatedly is that we fail to see (or hear) things from a client’s perspective.

An accurate definition of HPT or HPI may be fine and good but frankly, most clients don’t care about the academics or the theory. Their focus is more likely to be on: “what can you do for me?” Now if a client wants to know how my approach differs from that of someone in another field, I’m more than happy to provide a performance consulting model or explain particular aspects of the process. But now, when talking with clients, my explanation usually is about the payoff to the clients—the business result. Most of the time I tell clients (especially executives) that I’m a “business consultant.” Because, frankly, the process I use (performance consulting) is of secondary interest to my clients—what they want are results. Continue reading