I just came across a very interesting post: “8 key ways to providing business consultancy services to new clients”. Once I had glanced at the title, I suddenly recalled two incidents that I had faced this week, as to how and why people choose business mentors. I believe they reveal some of the basic ‘dos and don’ts’ as to how to decide who will make a good business coach for your own set up.

In the first incident, I was approached by a former client in the Jerusalem area, who I had taken through the initial set up stages and on to opening sales. They had been fun to work with, and  I like to think that there had been some mutual chemistry.

It turns out that they had been approached by another consultant. From a brief explanation, I understood that the deliverables would enable my former client to expand extensively their market and thus income would spurt onwards. The suggested fee would probably match around six months of total net revenue after tax, and that is assuming their liaison would be a success. What did I think?

As you could imagine, I found it difficult to encourage my ex client to take up the deal. And as they pointed out, the consultant had showed a lack of appreciation for the unique nature of their business. this glove did not fit.

The second event involves another client, who operates in a field that is beyond my academic capability. However, I have helped him create a commercial vision. He is reluctantly coming to realise that the ways of the past have to change.

Our last meeting was a challenge for me. Most of the tasks that I had set at our previous session – nothing too testing – had been put to one side. The reasons? Well, a six year school kid could come up with better excuses. So, I showed him the ‘just do it’ video from Shia LeBeouf. He watched. He acknowledged, but I was still greeted by a wall of silence.

I placed a large amount of money on the table. He agreed that for every day that went past without some action, he was effectively forgoing that income. But he would not budge, and there was more silence, combined with ‘the folded-arm aggressive glare’.

So, I glared back. My face was designed to say: “I am not the one in trouble. You need to act. And you cannot blame me or anyone else for your troubles.” I was unsure what would happen, and then suddenly…………..suddenly, to my surprise, he picked up the phone and made the call to supplier that he been putting off for weeks. Breakthrough time! Houston, we have lift off.

Let me point out – there is no special chemistry here. What I do detect is deep mutual respect. And that is what often underlies a successful long-term relationship between a mentor and their clients.