Networking costs billable hours:
and 3 P's

In many of our client organizations, "billable hours" are important. Asking people to network more often costs them billable hours. And the culture often dictates that billability comes first.

Professionals know this all too well, and it holds them back. Sometimes it's partly an excuse because of the first D of "Dare," and often there's a grain of truth in it. Managers then say, "But that's perfectly fine, if you have a good story..."

Then it's time for the three P's, by a leading person.
Potency:

I see you doing it.

Permission:

I give you permission to do it.

Protection:

I am protected from unwanted effects.

These P's come from the ideas of Transactional Analysis.

In the example of networking, for example, it sounds like this:

Potency:

I think this is important, and I see that we can do this. That you have the potential to find more great work through networking.

Permission:

And I give you explicit permission to put in hours of work here. And I'm also fine if that doesn't lead to immediate assignments.

Protection:

And if a manager or a bean counter tells you it's not allowed, I will stand up for you and explain to that person how the world works.

Other areas of tension:

  • If we all suddenly start calling customers, the customer will probably think...
  • Sales probably won't appreciate me approaching that customer myself...
  • I have to spend 100% of my time on this project because of Naam…

This article was written by Maarten van Os and Jan Willem van den Brink from DreamfactoryIt's based on a chapter from our book Why don't they just do it? – Make sure your consultants and technicians find and keep clients happy.

If you wish to use it, we would greatly appreciate attribution.

Want to know more about this topic or how we can help your organization? Email or call us at 0348-741670.