Joining businesspeople in asking the question, Why?

I expected that joining FMI would put me in close contact with people who run businesses, but I had no idea how fully that dream would come true. Face-to-face meetings with presidents of companies, an experience that never seemed to come my way in my previous jobs, became a day-to-day reality. Now I regularly engage in one-on-one discussions with company presidents. Often they raise topics completely unrelated to the project I am currently tasked with. It was like that from my very first project at FMI—I was amazed and it was an incredibly rewarding feeling. In my discussions with business managers, we talk about usual matters, such as what to do and how to go about it, but we also often engage in deeper conversations, beginning with why they are doing a thing in the first place. Joining business managers to explore not only the how and the what but also the deeper questions that begin with why is challenging and stimulating. In many cases, what the client wants to do is not even clearly articulated.

At such times I present the hypotheses and framework for thinking about the problem that are FMI’s forte, brainstorm with the client to flush out what works and what doesn’t in their current approach, and pinpoint areas of discussion that merit deeper investigation. Many times I find that we know what we want to accomplish but can’t put it into words. Of course, if the management team can’t describe the solution adequately, the marketing and financial divisions won’t be able to judge what actions to take. I believe that helping clients to verbalize their aims and goals is our role. It’s a job that requires determination to complete formidable tasks on tight schedules in ways that deliver the results clients expect. It’s difficult but it’s vital, and it’s where I can put my skills on full display.