Helping clients change

So putting a few concepts together.

We know we want to be trusted advisors to the management of our clients.

Because we sell a platform product, in order to show value to the management we need to be able to do things like help them achieve a repeatable business process using Iguana with their organization. From a basic understanding of human psychology when it comes to changing behaviour the best way to do that is by focusing on building trust and helping clients create incremental change, focusing on the changes with the most impact (i.e. largest bottlenecks).

This all aligns well with what we need to do, and how humans work.

So regular, steady, focused conversations with a client, helping them identify one change at a time to achieve - the one with the biggest impact and following up and making sure it gets done before moving on to the next change should work.