Failure has its place in the career of a consultant. I learn a lot from failure, even if it doesn’t feel good at the time. Responding to “Request for Proposals” often means putting my heart and soul into something, waiting for a response, and then crashing down because I come second. Again.
The past 3 weeks have seen me on the receiving end of three failed projects. I can handle one or two with aplomb, but three is a bit much. It is time to do some serious thinking about the why and how of what happened, and find the good in these rather difficult experiences.
Each “failure”, if you allow me to call them that, was unique:
- I was invited to let my name stand to be a member of a Board of Directors.
- Bart and I partnered on a proposal for facilitation activities related to First Nations and the provincial Growth Plan.
- Nicole, Lisa and I bid on a HUGE contract with a national not for profit organization. (We wanted this one. Big Time.)
You know the end of the story for each of these already. I didn’t get the position on the Board, we didn’t get the provincial contract and we didn’t win the huge contract. That’s the life of a consultant, and the risk we take. So what’s to learn?
It’s all in the details, I often remind myself. I need to reflect on my personal and professional priorities, look closely and learn from the experiences. And determine why I don’t feel quite so bad about losing these contracts.
Member of the Board? I wanted the position because I would be paid to sit on the Board! How cool is that! That’s a big upside. Downside? I wasn’t passionate about the organization. I was in it for the money. In fact, during my member interview, I asked them what they really needed in a Board Member. They told me someone with financial expertise. I said don’t select me.
They took my advice.
Small provincial contract? We worked hard on the proposal. BUT (is there always a but?) neither of us was enamored with working with the particular client team assigned to the project. We had worked with them previously, and the personalities were more challenging than satisfying. When I found out we didn’t win the contract, my reaction was “Oh well”.
The huge contract? The three of us really wanted this one. We made it to the short list and landed an interview. I drove to Toronto with my formal consulting clothes on (read: real shoes, not my usual Blundstones, hair brushed, and the casual suit that even makes me look professional). Despite knowing ahead of time, the interview team had not prepared for a conference call, so I had to connect Nicole and Lisa with the 4 of us in the boardroom myself. I had that niggling feeling that the clients were not impressed that I was the only one there “in person” and it became evident that no matter what we said, we were not going to wow and amaze them.
I left the interview feeling like I didn’t really want to work with those folks.
And I won’t be.
Learning opportunities? I can always find them, no matter how distant or impossible they may be. Let’s explore each scenario.
The first one is clear – I need to be passionate about what I do. Whether it is fishing, running, or working – without being passionate about something, I get little joy from it. Being a Board member would have brought money, but without being passionate about their purpose, that was not enough for me. So I am not upset about not getting the Board position
The small provincial contract? Bart and I were both passionate about the project. But we had a previous experience with the clients and it wasn’t great one. Had we landed this contract, we would have done a great job and gotten well paid, but been unhappy. Money isn’t worth that amount of stress.
And finally, the huge contract that we wanted so much? Sometimes you just have to trust your instincts. The clients weren’t interested in preparing for a conference call, and my instincts told me that they had made their minds up about us before we had even started.
You know all those websites on the Internet that tell you how to empower yourself to be the best; to recognize and manifest the laws of attraction; to be the fountainhead of information? This isn’t any of that stuff! This is simply me, an independent consultant, telling you what works for me:
- Find your passion, and do things that relate to your passion. You may not make as much money as others, but you will be richer by far.
- Work with people you like, and you will help to guarantee that you will be happy!
- Trust your instincts. Challenge them, yes, but be informed by them.
I had a really great meeting today, with two people who work for an organization that does great environmental work that I am passionate about. I liked meeting with them, talking to them, and my instincts tell me that there might be some future opportunities working with them. Wish me luck!