Are Japanese businesses the bad boyfriends of the consulting world?

Japanese clients are a hard bunch to win over. Consulting has never taken off in that market nearly to the extent it has in other major economies, and consultants we spoke with estimate that only about half of the businesses they’d expect to be buying consulting actually are. It’s a culture that doesn’t think much of investing in intangibles like advice, and while interest is definitely picking up, this is a market that has a long way to go if consulting is ever to become the norm.

But the rather unexpected flip-side of all this reluctance is that once clients do capitulate, they want to know the firm they choose is in it for the long-haul from the very beginning. They’re looking for long-term relationships, and they’re quite keen on using risk-reward payment models in order to ensure that the consultants they work with are as committed to their projects—and to the relationship—as they are.

Honestly, the whole situation reads like a lovelorn letter to an advice columnist:

Dear Abby,

I’ve been chasing after this guy for a while now—he seems perfect in so many ways, and I know I have a lot to offer him. But he’s always insisted he’s not interested, saying he’s not really that in to relationships and is much happier on his own. Lately, however, his attitude has started to change. Now he says he’s willing to give me a chance, but only if I can promise him that I’m totally committed right from the start. He’s already asking me to make some significant sacrifices to prove how serious I am, but I’m not sure I’m ready for that. Please help!

Signed,

Lonely in Tokyo

Well, I think we all know exactly what Abby would say to Tokyo: Run and do not look back! You do not need someone that needy in your life. Go out there and find someone who actually wants to be with you and isn’t constantly demanding that you prove your commitment over and over again. It’s solid advice, and I don’t think many of us would disagree.

Ah, but some of us would. We all have that one friend, don’t we? That one, let’s say ‘pragmatic’ friend, who would hear this tale of woe, take a long drag from her cigarette, and say, Honey, if he’s as rich as you say he is, maybe you should try to make this thing work.

And if we’re being completely honest, we wouldn’t reject that advice out of hand, either.