In my consulting experience I am always hired because I have some valued
technical knowledge or specialized expertise. In most cases, however, the
technical knowledge or expertise is only vaguely connected to the problem I
need to solve. Mostly the problem is an unresolved conflict in thinking (a
conflict in "mental models", if you will). To succeed, I need to help my
client see the conflict and understand its ramifications.
REgarding: Techniques for bringing out mental models....
In some situations, it is enough to say that the thinking is wrong.
Apparently, the perceived weight of my knowledge and experience is enough to
dislodge the mental conflict and allow things to proceed. Sometimes, my
clients simply thank me and tell me they are now ready to move on. Usually,
because the models have not been completely lifted from their sub-conscious,
they simply move on -- without quite realizing that they have, at least
temporarily, resolved their problem.
At other times, when the conflicting models operate at a deeper level of
consciousness, I work hard to help my client (1) to clearly understand each
model or as others might say each "fragment" of their thinking and (2) to
understand the consequences of not resolving the conflict. If this work
proceeds and the conflict remains unresolved, I move to a higher level.
* I summarize the conflict as follows: Why would an otherwise highly
effective individual (or organization) continue to operate from two
apparently conflicting "mental models" in view of the obvious problem it is
causing.
* I hypothesize the existence of an as-yet unstated or "invisible" model
which in some obscure way allows the original conflict to persist (as
apparently the best possible outcome compared to an as-yet unstated
alternative.
* I then proceed, with my clients consent, to bring this third, hidden model
to the surface.
When this process works, the original conflict tends to disappear as the
client better understand the hidden third model. When the process doesn't
work, of course, I am asked to leave.
Jim Brown
J. L. Brown & Co.
Los Angeles, California
310/476 5332