The “real world” and consulting best practices occasionally diverge. One example is divisiveness.
All around us, people decry divisiveness and hateful rhetoric while, in the US at least, many of those same people dish out ad hominem attacks and demeaning language.
From a consulting standpoint, does deriding or disdainful rhetoric matter for your firm and, in particular, for your revenue?
Yes it does.
If you want your consulting firm to consistently win the largest, most lucrative projects you identify, your prospective clients must absolutely, wholeheartedly Trust you.
Let’s say you’re courting Carmen Ripert, CEO of the eponymously named Carmen Ripert Shops, in hopes of winning their international expansion project.
You know that Carmen intensely dislikes King Charles and, in an effort to built rapport with Carmen, you serve up a couple of witty, cutting jokes, that disparage King Charles.
Carmen laughs with you, but what is Carmen really thinking? Have you helped your cause or hurt it?
Even while enjoying your jokes, Carmen is thinking, “I wonder if this consultant will tear me down at some point?”
Carmen’s concern calls into question the “You won’t harm me” aspect of Trust.
Trust is enhanced when you build up.
Trust is eroded when you tear down.
Demeaning or belittling others will never help your consulting firm’s cause. Shaming someone in front of others will actively damage your consulting firm’s reputation.
You can build relationships, support your clients, and support their efforts without denigrating, mocking or disparaging others.
When your clients traffic in personal insults, resist the urge to join in. Don’t play along. You don’t have to assume the mantle of moral police; however, keep your consulting firm out of the muck.
Playing along may be tempting. Playing nice will serve you better.
Remaining steadfastly positive and kind to others is good personal behavior, and it’s also good for your consulting business.
Have you ever seen consultants “play along” with negative behavior? What are your thoughts on this?
Text and images are © 2024 David A. Fields, all rights reserved.
