How Consultants Project Expertise and Learn Simultaneously

Overview

• Inspired by a Harvard Business Review article: How Consultants Project Expertise and Learn at the Same Time
• Key question: Are consultants sincere or con men?

The Challenge for Consultants

• Effective consulting requires in-depth situational knowledge, often lacking at project start.
• Clients expect immediate results, creating a high-pressure environment.
• Consultants must gain knowledge quickly while appearing confident and competent.

Key Term: Learning Credibility Tension

• The balance between appearing knowledgeable and gaining necessary understanding.
• A common initial challenge in consulting projects.

Common Scenario: Initial Weeks of a Project

• Consultants often lack detailed knowledge of client's processes at the start.
• Direct questions to the client can lead to negative client reactions.
• Consulting compared to close-quarter combat: Need to be cautious and strategic.

Four Sneaky Tactics to Project Competence

1. Leverage Insider Access

• Consultants can talk to various employees across departments.
• Use insights from these conversations to appear knowledgeable to other employees.
• Share information selectively to create an impression of competence.

2. Frame Information as Personal Experience

• Conduct background research on the client and industry.
• Present insights as personal experience rather than second-hand information to sound more credible.
• Example: "In my experience, this is handled by..."

3. Frame Questions Strategically

• Instead of asking basic questions, frame them to appear more knowledgeable.
• Example: Instead of "What does this term mean?" ask "What do you mean by this term in this context?"
• This implies a deeper understanding beyond basic knowledge.

4. Faking Mental Math

• Mental math can be an indicator of intelligence to clients and team members.
• If not naturally good at it, pre-calculate potential figures and pretend to do the calculations on the spot.
• Use with caution and ethical consideration.

Final Thoughts

• These tactics aren't only useful for consultants but also for freelancers and other temporary professional advisors.
• Necessary to bridge the learning credibility tension for success.
• Encouraged to reflect on ethical implications and use discretion.

Additional Resources

• Recommended video on consultants solving tough problems for clients.
• Additional learning resources available via the "Firm Learning" channel and newsletter.

Conclusion

• Open invitation for viewer perspectives and experiences with the discussed strategies.
• Emphasis on ethical use and practical application in consulting careers.
• Encouragement to engage with further content and support the channel.