I don’t believe humility is the road to success in consulting. Nor do I believe belligerence is the route.
I do believe an assertive self-confidence wins the day. We have to be able to challenge our buyers’ viewpoints, provide new ideas, provoke new thinking, create innovative approaches. Our role is not to join the ranks of the omnipresent “yes men,” but rather to create a breeze of fresh air.
I love the computer acronym WYSIWYG—what you see is what you get. In my initial meetings, the prospect understands who I am and, if he or she can relate to my style, we’re likely to be working together. If my style isn’t simpatico with the buyer’s, then I’d just as soon learn that immediately, not after I’m hired and we’re both miserable.
Assert yourself. Buyers need people who can lead the way, not follow the leader.
© Alan Weiss 2013