When talking with prospective consultants we are often asked questions about finding and fit.
Finding: How much work do you have for me? Or, how will you find work for me?
Fit: Will I fit with your organizational culture? Or, do you fit with my vision for my future?
Actually, we are asking the same questions....
Finding: From the DGI perspective, we wonder whether or not a person already is or can become a helper for organizational leaders (process) as opposed to someone with something to sell (product). A person who helps is secure in the fact they can help and are growing in the skill to be able to do so. A person who sells, by contrast, is anxious. A person who helps contributes, but the person who sells consumes. A person who helps builds a vocational practice long-term (building referrals, residuals and a body of work). A person who sells is focused on today's results (current bottom line is the definition of success). The reputation of helping builds repeat business and referrals to new clients. The reputation of selling is like a forager who has to range ever wider for food because they pick everything around them clean.
Fit: From the DGI perspective, we want someone who keeps learning, someone self-differentiated (knowing where they begin and end, their colleagues begin and end, and where a client begins and ends), someone who values freedom to pursue over the restrictions provided by security, someone who seeks to help/contribute to colleagues just as much as they do with clients and prospective clients, and someone who is secure in describing their expertise without needing to self-aggrandize.
A person who starts with the need to demonstrate their expertise rather than with the belief they can learn something is not going to be a good fit.
The business planning process helps a prospective consultant come to the answer of whether they are a good fit, both in discovering if they have the entrepreneurship, the vision and the drive to patiently work at this, and to see if they come to believe that we are demonstrating the same patient, emergent and process-oriented approach in developing consultants that we use in helping leaders and organizations transform for a vibrant future.