KM Localization

Localization is critical when it comes to the human side of KM. That is to say, the ability to empathize with your subjects.

Because there is so much weirdness when it comes to “people-KM”, e.g. fear of loosing job/power/advantage, etc., it is vital that the KM practitioner is able to lessen these anxieties. One of the most important elements is that he/she is not seen as a complete outsider. Sometimes the far-away-prophet status of a consultant is useful, but it is not a good label to have when dealing with rank and file staff. Good for winning the contract, bad for doing the work. It’s a fine line. Obviously you are an outsider so trying to be too chummy will come across as insincere (and possibly appear more sinister). But you have to understand and identify with the people undergoing the process. How you speak, how you dress, how you conduct yourself, etc. will all send powerful signals of intent.

Remember, there is a fear of KM. It carries with it am implicit threat, no matter how you spin it. When you, as a KM consultant, walk through the door you are perceived, rightly or wrongly, as a threat. All our lives we build up and improve our knowledge. It’s an innately personal thing. In work, it’s where our paycheck comes from, the next promotion, the annual bonus, etc. It’s where a huge amount of our prestige comes from, especially if you’re smart (and nobody likes to be thought of as dumb). As far as most people are concerned, you want to take their knowledge. The higher up the corporate ladder you go, the more there is to take and the more there is for that person to loose. Knowledge isn’t like any other quality. In the same way an expensive suit or car can make a person fit in or measure up, knowledge cannot be simply taken off a shelf. People can have all the Cole-Hahns, the Callaways, the BMWs, but they know that it’s their knowledge/their smarts, that’s truly what makes them superior (unless they’re really stupid/shallow). Naturally then, any discussion or attention on this area is going to elicit a visceral reaction like none other. (I’ll get into the other side of the equation in a later posting, i.e. what’s in it for them, but for now I’m just focusing on the qualities needed as a KM consultant). Therefore, trust is a key factor in being a successful KM consultant. More so than other consulting profession, the ability to connect with people and show concern/respect for their feelings is a vital skill for KM consultants. The difficult thing is, it can’t really be taught and it certainly can’t be faked. If you are naturally imbued with personable qualities, your professional life will be that bit easier and more productive.

One of the implications of this is (and this isn’t going sound very “PC” or cosmopolitan) if you’re operating in France, use French consultants; in Poland, use Polish; Malaysia, use Malaysians, etc. Even within countries, if you’re in Glasgow, use Glaswegians; Moscow, Muscovites, Los Angeles, Angelenos, etc. Of course there will be exceptions, but in general the closer you can get to embodying the outlook, concerns, thought processes, etc. the more insight you will have and consequently success.

A lot of this only comes with experience and a bit of trial and error. If you have err, just like at a social event, err on the side of being overdressed. You can always pull off the tie. Likewise with your demeanor, go in formal. It’s always easier to loosen up during the day. It’s easier to climb down and relax than it is to try and get back respect if people think you’re a joker. You don’t need to go too far down… you don’t want to become so empathetic that you forget what you’re being paid to do (”Stockholm syndrome”…?).

• You don’t want to be crawly/subservient
• You don’t want to be haughty
• You kinda of want to be one of the gang, but not too much that you’re overstepping social boundaries
• You don’t want to be too cool/laid back/aloof/disconnected
• You don’t want to be too intense
• You don’t want to be too alien

You need natural empathy, heaps of it and as fast as you can. It’s the Goldilocks equation: you don’t want to be too cool or too heated. You want to be just right.