An attempt to control a client’s choice through argument, reason, or appeal to values.
Persuasion as “changing someone’s mind” is an insidious idea. For every argument put forward, there is an implicit must or should or ought.
In consulting, the persuasion mindset comes out when assembling recommendations for a client. By devising a perfect argument to present, the consultant is saying, “because of what I have presented to you, it follows that you must do it my way.” There is no room for the client to explore the facts presented or engage with them through the lens of their values, especially if the consultant’s exposition consumes fifty five minutes of an hour-long meeting.
Show & Tell is an alternative approach to presenting your ideas to a client, without resorting to persuasion.