You probably don’t know that I’m the author of The Complete Idiot’s Guide To Consulting, which is now out of print. I’m still interested in the consulting business, and recently came across a conversation with a “consultant” stating that organizations resist change because of fear, and a few other generalizations that suggested HE knew organization’s problems even before meeting them. Yuck. So, this is what you do upon being retained.

1) Assume that the organization has rational, coherent reasons for the things they do and how they do them, even if, on the surface, those things don’t make sense to you. SEEK THEM OUT.

2) If you cannot find rational, coherent reasons, then begin the hunt for less rational, less coherent reasons, and seek them out — ask.

3) If you cannot find the less rational reasons, look for rather illogical, and completely out to lunch reasons for why they do what they do. Ask around.

4) Finally, if you can’t even find those, assume that you will never understand the organization well enough to help them, so the only course of action is to refuse the gig.