When I first transitioned into consulting after decades in leadership, I assumed clients expected me to provide solutions quickly. Over time, I realized the real value of consulting doesn’t come from rushing to answer — it comes from listening deeply.
In one engagement, a client asked me to help improve profitability. On the surface, the issue seemed to be rising raw material costs. But through careful listening and asking the right questions, it became clear that the real challenge was inconsistent quality, which was driving customer complaints and increasing rejections. Addressing this issue saved far more money than renegotiating raw material contracts ever could.
Listening builds trust. It shows clients that you respect their expertise and context. Only then can you co-create solutions that actually work — instead of imposing generic frameworks.
Today, my consulting philosophy is simple: Listen. Understand. Solve. That’s what creates impact, not just reports.
👉 For leaders reading this: Do you think your teams need more answers, or more listening?
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