One of my colleagues, George Richardson, shared this quote by a Dr. Nancy Synderman “Prescription without diagnosis is malpractice” with me nearly 20 years ago. These words are so true especially for those in any professional role including salespeople, executive coaches, consultants, leadership and management.
How many times do those in any of these roles of sales, executive coaching, leadership training or even management prescribe a solution without a formal or even informal diagnosis? Maybe this is why so many are thrilled with the quick fix and yet are dissatisfied with the results?
Yes an effective diagnosis is an investment of time, money and energy. However the rewards far exceed the investment especially when one examines all the “redos” from bad prescriptions (solutions). Possibly the ongoing issue of failed execution is because of poor to non-existent diagnosis.
With the outsourcing marketplace continuing to expand, there is a whole influx of executive coaches and consultants. Many of these individuals hang out their hats without any formal training or the use of any formal and proven tools. They diagnosis and potentially are committing malpractice.
What ends up happening at least from my experience is other experienced executive coaches and consultants (results driven) must first undo all their poorly designed solutions. The client is now 20 yard behind where he or she started because of the previous coach’s bad solution.
Then there are those in executive leadership and management roles who make reactionary decisions based on their gut or what they think needs to be done. The authors of Fail-Safe Leadership share a great vignette about a CEO who wants to increase sales. What happens is each of his executive team take contrary actions that create further misalignment and potentially decreases sales.
When my executive coaching or consulting sales leads balk at taking a proven psychometric assessment or cultural assessment, I present this scenario.
Imagine you are going to your doctor because of a headache. You tell the doctor why you are there and he or she immediately prescribes brain surgery without any examination of you including an Xray, MRI, blood work tests, etc. What would you do? The answer usually is run out the door and seek another opinion.
So why would you engage in any solution without verifying what is really happening?
Misguided decisions create misdirected actions also known as failed execution. To avoid this all to common situation, make sure before embarking on any solution (prescription), you have taken the time to invest in a proven assessment (diagnosis). You will be glad you did.
Did you know you can measure 78 key attributes or talents? The Attribute Index is one of the most accurate and proven psychometric assessments for individuals who truly wish to know what they do well.Share on Facebook