Elevation Insights – July 2025

True Client Engagement goes far beyond delivering a project on time and on budget. It’s about forming partnerships where clients see you as someone who understands their world, challenges assumptions, and helps shape their future. In today’s market, technical expertise alone isn’t enough – consultants must foster strong connections, build trust, and engage with clients continuously.

Trust remains the single most important factor in client–consultant relationships. According to SourceGlobal Research, 87% of clients cite trust as the primary factor when choosing consulting services — making it the true make-or-break element of engagement.

Remote and hybrid working has also reshaped consulting. Over 80% of clients in 2024 reported higher satisfaction with hybrid approaches compared to traditional on-site models. Managed well, regular virtual check-ins and online collaboration can lift client satisfaction by over 25%, combining flexibility with meaningful interaction.

Effective consulting is not about creating dependency but empowering clients. A 2025 study on consultant–client power dynamics found that success is closely tied to boosting clients’ own confidence and ability to achieve outcomes. Consultants who share expertise and transfer knowledge leave clients stronger and more self-reliant.

The fastest-growing consulting firms aren’t those with the biggest marketing budgets. According to Hinge Marketing’s 2024 High Growth Study, the high performers grow by building credibility and relationships, using thought leadership and clear value propositions to communicate meaningfully rather than adding noise.

Personalisation is essential in modern consulting. Research from Boston Consulting Group, including What Consumers Want from Personalisation and the BCG Personalisation Index™ Report (2025), shows that organisations leading in personalisation significantly outperform peers in growth, loyalty, and client satisfaction. Moving beyond standardised approaches to deliver tailored communication and bespoke solutions grounded in a deep understanding of each client’s context consistently creates stronger, longer-lasting connections.

The message is clear – client engagement is built on trust, credibility, and relationships that empower clients. Hybrid models and personalised, context-driven approaches strengthen connections and outcomes. True engagement means forming genuine partnerships and leaving clients better equipped for the future than when you first met them.

At Elevation Learning we believe impactful client engagement is built on four critical behaviours:

• Be curious – go beyond the brief. Ask questions that uncover what’s really driving the client’s challenges, opportunities, and priorities.
• Be brave – challenge assumptions thoughtfully. The most trusted consultants are those who help clients see new possibilities, not just confirm existing views.
• Be commercial – show you understand what really matters for the client’s business – not just for this project, but in the wider strategic context.
• Be consistent – engagement isn’t a one-off conversation. It’s built over time through small moments of insight, reliability, and sustained impact.

To connect meaningfully, consultants must understand and adapt to different personal styles and preferences. That’s where psychometric tools, like Insights Discovery, can make a real difference by helping consultants build greater self-awareness, appreciate diverse communication and working styles, and adapt their approach to build stronger connection. To delve deeper into Insights Discovery, read our dedicated post.

We also support consultants master the foundations of engagement:

• Communication skills – questioning, listening, and empathy.
• Influencing skills – understanding stakeholders, adapting style, and gaining buy-in.
• Building trust – using the Trust Equation.
• Effective meetings – driving real outcomes.
• Writing skills – crafting messages that resonate and influence.
• Presentation skills – delivering compelling, confident presentations.
• Negotiation skills – finding win–win outcomes and managing difficult discussions.