In every aspect of our lives, we make agreements with other people, from day-to-day decisions like where to go to dinner to monumental topics like how we want to achieve our strategic/life goals together. 

We are often disappointed with the results no matter what kind of agreements we make. The other person doesn’t follow through, and I fully understand the changes I would have to make, so I don’t follow through. Even when we do both follow through, we often still don’t meet each other’s expectations. 

When I reflect on the agreements that were not effective for me, I realize there was some level of ambiguity present.  We tend to agree to things at a high level without getting very specific. 

Ambiguity is the enemy of good agreements.

Why do we choose to be ambiguous?  Yes, it is a choice.  It may not be a conscious choice, but it is a choice.  One reason may be that if I stay at a high level, it is easier to get someone’s agreement.  Without specifics, there is less risk. 

In Flawless Consulting®, we talk about sharing our “technical” wants (What are we going to do together?. We also share our relational wants (How are we going to work together?). 

Both technical and relational wants are important ingredients for a good agreement.  However, if I’m too ambiguous, we still won’t be effective with each other.  

An example of an ambiguous technical want is when I ask you to meet with me regularly to share the status of a project. That is relatively easy to agree to. However, if I ask you to meet with me for 30 minutes every Wednesday at 10:00 a.m., that might need some negotiation. The latter is more specific and will help us reach a deal that works for both of us.

For a vague relational want, I might ask you for your support on a project.  Again, it is easy to say yes.  It also is so ambiguous that neither one of us will be satisfied.  We didn’t really agree to anything.  At best, you will support me in the way you want to. And, it may or may not align with what I want.  Most likely, it won’t align.  I need to be more specific in my initial ask. 

A great antidote to an ambiguous agreement is to ask yourself, “What would it look like?’  In this example, instead of asking for support, I would ask myself, “What would it look like if you were supporting me?”  To get more specific and less ambiguous, I could ask you to introduce me to your team and be an advocate for our project.  Again, this might take some more time to negotiate, but in the end, we will build a much more effective relationship by being specific.  Specificity is the antidote to ambiguous agreements.

I have found that the relational elements of an agreement are the hardest to get specific about. I am more comfortable asking for support, collaboration, partnership, buy-in, sponsorship, etc., but I am less comfortable describing what each of these would look like. We end up with poor agreements because we don’t get specific. 

So, if you find yourself frustrated with one of your relationships, reflect on how specific you were when you asked them for something.  If you were ambiguous, re-negotiate the agreement with specifics.

Ambiguity is the poison for good agreements, and specificity is the antidote.

Article by Jeff Evans

Learn more about making good agreements here.

Consulting isn’t just about offering expertise—it’s about building authentic relationships and fostering trust.

That’s one of the most important of the many insights from Peter Block’s Flawless Consulting: A Guide to Getting Your Expertise Used, a book that has transformed the way countless individuals and organizations think about the role of consultants. But, here’s the key takeaway: this approach doesn’t only apply to consultants—it’s relevant to anyone who needs to work in collaboration. And it’s the backbone of our most popular workshop.

The Humanity in Consulting

What makes the promise of Flawless Consulting so unique and effective is its emphasis on partnership over expertise. Too often, consultants focus solely on delivering technical solutions; this is where they get stuck. The reality is that people choose to work with you based on how they make you feel- facing that reality is key to success.

As Peter Block emphasizes in all of his work, the real challenge is creating relationships that lead to long-term change.

The Power of Authentic Conversations

At the core of this approach are authentic conversations. These conversations are about wants, expectations, risks, resistance, and trust. In the workshop, we guide participants through strategies for having candid dialogue that allows both consultants and clients to operate in transparency when working together.

“Being right is not enough. You need enough leverage to have your point of view considered.”

Peter Block, Flawless Consulting.

From Expertise to True Partnership

One of the biggest mistakes a consultant can make is assuming that expertise alone will lead to success. The truth is that expertise without partnership rarely drives sustainable outcomes. Being a flawless consultant isn’t just about problem-solving; it’s about co-creating solutions with the people we serve.

 In our Flawless Consulting® workshop, participants dive deep into shifting from merely a pair-of-hands or experts to a true partnership. This is a vital shift that makes all the difference. Even if clients don’t know it yet, they prefer a partner over someone who simply tells them how to fix things. When consultants come in with band-aid solutions, it typically means the client will have to eventually engage another one. Why? To come in and clean things up because the solutions the former offered didn’t last.

Why People Keep Choosing Flawless Consulting

Clients continue to choose the Flawless Consulting workshop because it offers more than just technical training. It equips people with the ability to influence, create meaningful change, and deliver results that last.

Through flawless principles, our workshop teaches professionals how to step into true collaboration, ensuring that the client and consultant contribute equally to the process. Our approach is experiential, grounded in real-world applications, and designed to shift mindsets. The learnings stick.

If you’re ready to move beyond transactional consulting and embrace a deeper, more meaningful way to work with clients, colleagues, and bosses, we invite you to join us for our next Flawless Consulting workshop. You’ll not only dive into the principles from Peter Block’s timeless book but also experience the transformative power of partnership in action.

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What people are saying about Flawless

“I have been a ‘student’ of Peter Block and his work for some time.  His philosophy and approach have shaped my own in my work.  I ‘got’ Flawless. And then I took the course. Through the excellent facilitation and exploratory discussions with classmates, the concepts found in the book took on new meaning. I developed a deeper and broader understanding of how to approach a consulting project, from relationship-with-the-client formation to determining the real issues to address and my role in doing so.  Methodologies were introduced that are invaluable. The book is still important and in a league of its own.  The class adds layers of value and is outstanding for becoming a truly exceptional consultant.”

Robin LeBlanc