Consultants seriously hinder, rather than facilitate, a decision when: • They give the client far more information than what is necessary for the decision; they waste valuable time, potentially confuse the client, and risk introducing doubts, concerns, and objections that otherwise would never appear. • The information comes in one big glut with questions and decisions held to the end; the information is not organized into bite-sized pieces that are easy to digest. • It is not clear what questions in the clients’ mind the information is intended to answer; there are no decisions made at the
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