The Joy Test: Why Asking 'Will This Give Me as Much Pleasure as Music?' Changed Rick Maurer's Consulting Practice
Ever wondered why some consultants flourish while others flounder?
In my recent interview with organizational change expert Rick Maurer, he revealed the transformative insight that changed his consulting career forever: understanding why people resist change is just as important as knowing why they support it.
The Breakthrough That Built a Thriving Practice
Rick's journey began with a simple premise that was radical at the time—people resist things for good reasons. This concept, explored in his groundbreaking book "Beyond the Wall of Resistance," launched his career in directions he never expected. "I said, I think we're doing resistance wrong in organizations," Rick explained. "The phone started ringing because of that one book, and that still is what I'm doing, and I'm still doing it because it still excites me."
The Power of Joy in Client Selection
One of Rick's most illuminating revelations was his filtering question for taking on new work: "Will this assignment give me as much pleasure as playing music?" This single question transformed his practice and client relationships. After enduring a year with three lucrative but personally unfulfilling contracts, Rick realized success wasn't about saying yes to everything. His approach shifted to only working with clients and projects that genuinely energized him—a philosophy that led to more satisfaction and, surprisingly, better business outcomes.
Navigating Resistance in Your Consulting Practice
Rick shared several valuable strategies for consultants facing their own resistance:
- Recognize your own resistance as information, not something to fight against
- Use improvisational skills to navigate unexpected challenges with clients
- Transform anxiety into excitement when projects take unexpected turns
- Stay open to what's happening in the moment rather than clinging to rigid plans
"I help my clients most when I can stay open to what's going on in the moment," Rick noted, highlighting how his background as a musician influences his consulting approach.
Finding Your Consulting Focus Early
Consultants often struggle with the question of specialization versus maintaining flexibility. Rick's advice was refreshingly practical: If you're uncertain about your focus, try different types of work to discover what truly energizes you. But pay attention to when something doesn't feel right—even profitable work can be draining if it doesn't align with your strengths and interests. "I learned what I don't want to do," Rick reflected on his early experiences. "I could teach time management perfectly fine, but I didn't want to ever do it again because it bored me to tears."
The Most Valuable Advice for New Consultants
Perhaps the most actionable insight from my conversation was Rick's recommendation for consultants starting out or struggling to reach the next level: Talk to your ideal clients—not to sell them anything, but simply to understand them. "If you call somebody and say, 'Hey, I'm just starting out, and I really could use some help. I'm just looking for advice, I'm not going to sell you anything,' you'll be surprised by how willing people are to help," Rick advised. This approach not only builds relationships with potential future clients but provides crucial insights into what your target market truly needs and values.
Listen to the Full Conversation
My conversation with Rick was filled with so many more gems than I could include here—from his thoughts on using music improvisation skills in consulting to his candid reflections on what he wishes he'd known earlier in his career.
If you're a consultant looking to build a more rewarding practice, overcome client resistance, or simply find more joy in your work, I invite you to listen to the full interview on the Thriving Through podcast. Rick's wisdom, earned through decades of successful consulting, offers both practical strategies and profound insights that could transform your approach to your business.
Listen to the full interview with Rick Maurer on the Thriving Through podcast.