The Authentic Consultant…and a Vacuum
“Charisma and presence are in fact two mythical virtues that are highly overrated,” asserts Flawless Consulting author Peter Block (2011). In the context of winning over a client, especially in sales jobs, many were taught to be energetic, witty, dynamic and convincing. However, the 1950s vacuum salesman approach can no longer work in 2020. Though hyper technology driven and social media savvy, as a people however, we crave true human connections, believable characters, notable causes and authenticity.
“The more authentic I am, the more the client trusts me,” states Block (2011).
According to Block, a fake or disingenuous consultant may not even get their foot in the door during the critical contracting phase if the client senses untrustworthiness. Coupled with the fact that when a company hires an external consultant to address a challenge, there is often unspoken undercurrents of internal resistance. The team may perceive the consultant’s presence as a failing of themselves or leadership’s inability to rectify a problem. In the onset, team members may be skeptical, ambivalent due to low morale, deflated, embarrassed and certainly not vested in the required change process.
In spite of this, the consultant must muddle through this mix of emotions, gaining trust of the client by being authentic. It is the role of the consultant to assure the client that they are still in fact in control, able to contribute in meaningful ways and play a pivotal role in the future success of the project. By being honest, inclusive and believable the consultant will create space for acceptance, open dialogue, growth and success of the project.
So the next time a consultant tries to ‘win’ you over with a phony sales pitch, tell them to take their vacuum elsewhere.
Submitted by Kandice Eldon
Barry University | Human Resource Development Graduate Student
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Reference
Block, P. (2011). Flawless consulting: A guide to getting your expertise used (3rd ed.). San Francisco, CA: Pfeiffer.
Photo attribution
JD Hancock | https://www.ebay.com/itm/Vintage-HOOVER-DIAL-A-MATIC-U6041-Vacuum-Cleaner-Automatic-Power-Drive-/323769082565