The Strategy Skills Podcast: Strategy | Leadership | Critical Thinking | Problem-Solving 573: How and when a consultant must disagree (Strategy Skills classics)
Jul 30, 2025
Consultants often face the challenge of navigating disagreements with clients. The key is balancing dissent while maintaining positive relationships. Effective communication is highlighted as vital for resolving conflicts, enabling clear articulation of recommendations. Techniques for fostering collaboration and understanding within teams are also discussed, showcasing how dissent can lead to better outcomes when approached thoughtfully.
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Disagreement Signals Poor Communication
- Disagreement often arises because both sides haven't communicated well enough.
- The goal is to help the client, not to win a disagreement for its own sake.
Avoid Disagreement, Build Consensus
- Avoid focusing on disagreement; aim to explain the value of your approach clearly.
- Build relationships and communicate non-threateningly to get team and client buy-in effectively.
Building Trust to Influence Clients
- Michael used relationship-building over confrontation to persuade clients and teams.
- He would socialize with clients to foster trust and then guide them toward better solutions subtly.