Welcome Professionals…

…have you ever tried to look more intelligent than you actually are in front of a client? I fell guilty of this. Many times in the past and sometimes today.

It is tempting. As top management consultants we want to appear capable of solving our clients problems and intelligence is certainly an important trait in successful problem solving. We must demonstrate our intelligence in order to achieve credibility we may think.

The problem lies in the demonstration, not in the intelligence itself.

There is nothing wrong with applying intelligence in a client meeting. Laying out an approach that has been well thought through, sharing creative ideas, applying deep and structured thinking to understand the real issue – all of this is constructively adding to our credibility.

The moment we cross a fine line and try to show off our intelligence is when the trouble begins. When we use smart vocabulary, try not to be surprised because we knew it all before, jump to solutions, and generally try to look intelligent in front of our client, it hurts the relationship. It destroys trust!

Why? Because of a combination of two things. First, we seem to take ourselves more important than we should. But the attention should be centered on the client in order to build trust. Second, the client may feel uncomfortable by consciously or unconsciously sensing that we are faking something.

Instead, we should not be afraid of looking stupid sometimes.

Malte

Thursday Night Flight is brought to you by Malte Müller Professionals. Sharing best practices for top management consultants on topics like communication, client handling, problem solving, appearance, and fitness. Check out www.mm-professionals.com for more material and free resources!