Completely agree. But a conversation like the above just didn’t happen. They didn’t see the risk/reward of needing to employ a specific skillset or experience (as you‘ve alluded to) in order to deliver the outcomes. It wasn’t about being burned in the past with rigid approaches etc, just an absolute lack of belief the existing way needed to change.
But you know what, I run a specialist practice, and this is not uncommon. I have customers all over the world, in all sorts of industries. We not only deliver projects/programmes/manage portfolios for them, but we help with specialists recruitment/training, etc
I’ve had way more conversation with potential customers that have come to nothing, than conversations that have ultimately led to us helping them be successful.
I could never understand it for a few years, but you slowly realise you can’t convince everyone, and you know what, they can still deliver some successes without you.
UTB