When costs need to be optimized, the first two things that get cut are training & consultancy. Guess how your service is treated internally for budgeting.
One of my CIO clients shared the above with me as part of his views on cost-optimization – just a few months before the contract renewal!
A global pandemic warrants cost-optimization so I am curious about the accuracy of this statement.
How did traditional consultancy & training businesses fare in 2020?
But perhaps this is the wrong question.
In any major upheaval, there are companies & individuals who come out ahead and others who don’t.
Rather than focus on how an industry has performed, the intent should be to identify the bright spots – success stories – and understand the common factors amongst them
Coming back to the original story – this CIO did renew the agreement and we continue to be in touch.
Why? Our offering remained aligned with what he needed to accomplish *next* as a priority – which was different to what he had originally signed up for.
The hard work that goes into finding out how we can help someone shouldn’t end when the agreement is signed but should carry on as part of the pursuing engagement.
Always be helping.