Why Business Consultants Yell: Understanding the Importance of Assertiveness in Consulting

Why Business Consultants Yell: Understanding the Importance of Assertiveness in Consulting

As a business consultant, you know that your clients rely on your expertise and guidance to achieve their goals. However, what happens when clients do not heed your advice or are not receptive to your feedback? In such situations, it is common for business consultants to raise their voices, to get their point across and drive change. In this blog post, we explore the importance of assertiveness for business consultants and how it can benefit clients.

Introduction

Assertiveness is an essential trait for business consultants. The ability to be firm and persuasive when necessary is crucial for persuading clients to take bold business decisions. However, assertiveness is often misinterpreted as aggressiveness, where consultants come across as rude or abrasive. This article explains why assertiveness is essential for consultants, how to develop an assertive communication style, and the benefits of assertiveness for you and your clients.

Why Assertiveness is Essential for Consultants

Business consultants are hired to provide insights and recommendations to clients, but their role goes beyond just giving advice. Their job demands winning the trust of clients, driving change, and managing conflicts. In such scenarios, assertiveness plays a vital role in communicating effectively and achieving client objectives.

Assertive consultants are confident in their approach, clear about their expectations, and not afraid to confront difficult issues that may hinder progress. They deliver feedback or criticism in a constructive manner and are not hesitant to challenge clients’ assumptions or ideas that might be detrimental to their success. Knowing how and when to be assertive can significantly impact the outcome of consulting engagements.

How to Develop an Assertive Communication Style

Developing an assertive communication style takes time and practice. But it’s essential to remain assertive without coming across as aggressive or rude. Here are some tips to help you develop your assertive communication style:

• Be confident: Confidence is the key when it comes to being assertive. Establishing trust with your clients by demonstrating your expertise can provide the confidence you need to communicate effectively.
• Be clear about your expectations: Define your expectations from the beginning. This includes setting clear goals, expectations, and deadlines. Establishing a framework for communication ensures each party knows what to expect from each other.
• Use “I” Statements: Express your thoughts and feelings using “I” statements instead of “you” statements. This helps to create an open environment for communication, facilitating feedback and discussion.
• Avoid Jargon: Keep your language simple and free of jargon. Clients may not be familiar with technical terms, and they can become intimidated or disengaged if they do not understand.

The Benefits of Assertiveness

Assertiveness benefits both consultants and clients in significant ways. Consultants who are assertive are more effective in managing client relationships and can drive change more effectively. It enables clients to take ownership of their business decisions and be accountable for their outcomes.

Clients who work with an assertive consultant gain new and valuable insights into their businesses, and can benefit from better decision-making and improved business performance. It builds a better client-consultant relationship that fosters trust and mutual respect.

Conclusion

Assertiveness is essential for business consultants, and it can have a significant impact on the outcomes of consulting engagements. It involves clear communication, the ability to set expectations, and not being afraid to challenge assumptions or difficult issues. By developing an assertive communication style, you can become more effective in managing clients’ relationships and driving change. Remember, assertiveness is not about being aggressive but communicating with clarity and purpose to achieve common goals.