“We should have listened to you – everything you said came true.”

Thus spake a client last week. I felt a simultaneous warm surge in pride and a cold sinking feeling of failure. You see, I pride myself in not telling clients what to do, but getting them to work it out for themselves. Because people do what they believe to be the right thing rather than what they are told to do.

© istockphoto.com

When I started consulting, like most I defaulted to what is known as the ‘Theory X’ model of change. You go in with your clipboard (real or metaphorical), diagnose the problem, develop a solution, write a report, send the invoice. And nothing changes. The report gathers dust. The organisation continues doing what they have always done.

‘Theory Y’ flips this on its head. You guide the client through the issues, so they can explore what Sustainability means to them and choose the best way forward. The difference can be remarkable – I’ve had CEOs boosting ambition mid-workshop, changes happen before I write up what has been agreed, and people get real fire in their bellies.

So if you find yourself thinking ‘I told you so’ when a Sustainability effort falls flat, maybe it’s time for a little self-reflection. But you’ll only believe me when you’ve tried it for yourself.