The joys of coffee consulting
You've had that call, haven't you? "I'd just like to pick your brains. Could I buy you a cup of coffee sometime…"
It happens all the time. Often it is someone who has an idea for a start-up or they want to know how to go about micro-targeting an audience. Most of the time I don't mind. Often the encounter can be an exchange of mutual value. But I have noticed it is on the rise.
Maybe the increase in informal requests to share expertise is a reflection of wider, more accessible social networks and more flexible expectations from employers (knowledge workers aren't expected to sit at their desks for eight hours looking worried). Starbucks identified their cafés as 'the third place - not home, not office - but a liminal space between - and the fact is that I do a lot of work in cafés - both meeting and writing (I would never frequent a café that didn't offer free wifi).
Every request is different but you need to have some form of filter to decide whether the time and effort is worth it. Here are mine:
Informality is an aspect of contemporary business and society. Every situation is different and you need to make a decision about how you deal with requests to 'pick your brain'. You should be clear with people who make impromptu requests and have some professional boundaries and value your expertise.
Of course the other side of the coin is to take care that you don't try to hard-sell every encounter as a prospect. Both parties should understand the purpose of the conversation and engage in it mutually. (Oh, and don't invite me to a friendly discussion then pitch me your product or service).
What's you're experience? - join the conversation.
It happens all the time. Often it is someone who has an idea for a start-up or they want to know how to go about micro-targeting an audience. Most of the time I don't mind. Often the encounter can be an exchange of mutual value. But I have noticed it is on the rise.
Maybe the increase in informal requests to share expertise is a reflection of wider, more accessible social networks and more flexible expectations from employers (knowledge workers aren't expected to sit at their desks for eight hours looking worried). Starbucks identified their cafés as 'the third place - not home, not office - but a liminal space between - and the fact is that I do a lot of work in cafés - both meeting and writing (I would never frequent a café that didn't offer free wifi).
Every request is different but you need to have some form of filter to decide whether the time and effort is worth it. Here are mine:
- Is the person making the invitation/request interesting?
Sounds obvious, doesn't it? But there's nothing worse than having to listen to someone drone on without ever asking an interesting question. This is especially rude if the invitation is phrased as a friendly exchange ideas or expertise. These people are often the same ones who ask questions at seminars that last five minutes and don't have a question marker at the end.
On the other hand - if you can learn something new from someone who shares ideas and information as well as offering challenging questions - then it feels collaborative.
Interestingness can have value - and can be fair compensation for your time. - Are you being asked to contribute information or experience that you would normally charge for?
It's always a matter of judgement but there have been occasions when I have been asked to solve business or marketing problems presented on the fly. It's easy to be suckered into these situations. If you make your living from analysing problems and making recommendations then giving your expertise away for the price of a cup of coffee really doesn't make much sense. Nor is it professional to 'wing it'. I like to have as much information as I can get from my clients to background the problem - and them I like to do my own homework to corroborate or question their understanding of their market. Expecting a professional to give you an impromptu performance is a it like inviting a doctor to dinner party then asking them to diagnose your niggling symptoms.
It's easy to offer glib advice - 'you should do this or that…' but the value of that kind of information is minimal for the recipient and undermines the professionalism of the giver.
Here's the ultimate test: would your lawyer bill you for advice if you met in a coffee shop? My guess is that they would unless you had made some other arrangement in advance.
Informality is an aspect of contemporary business and society. Every situation is different and you need to make a decision about how you deal with requests to 'pick your brain'. You should be clear with people who make impromptu requests and have some professional boundaries and value your expertise.
Of course the other side of the coin is to take care that you don't try to hard-sell every encounter as a prospect. Both parties should understand the purpose of the conversation and engage in it mutually. (Oh, and don't invite me to a friendly discussion then pitch me your product or service).
What's you're experience? - join the conversation.
