Article:

Engagement over Expertise: What Really Sets Great Consultants Apart

What sets great consultants apart isn’t just expertise – it’s how they engage.

You can deliver the right solution, hit every milestone, and still be left out of the conversations that matter most. Why? Because in consulting, expertise gets you noticed – but meaningful engagement is what makes you indispensable.

Clients don’t just want solutions. They want a thinking partner – someone who understands their world, challenges assumptions, and helps shape the future.

The consultants who make a lasting impact don’t just deliver recommendations, they build relationships. They connect. They challenge. They co-create. They become trusted partners, not just project leads.

That’s why client engagement is a game-changer. It isn’t a soft skill or a nice-to-have – it’s a strategic capability. The ability to build strong relationships transforms technical competence into true advisory influence.

Whether you’re early in your career or a seasoned expert, it’s your ability to engage – not just your expertise – that will set you apart.

Why client engagement is the real differentiator

Time and again, we see technically strong consultants struggle to gain traction. Their advice may be sound, but without genuine connection and credibility, it fails to influence decisions.

Without strong engagement, consultants risk:

Being seen as a supplier, not a strategic partner.
Having advice ignored or overlooked.
Being brought in too late to shape key decisions.

Consultants who excel at engagement:

Get involved early, when priorities are set.
Stay in the strategic conversation.
Co-create solutions that matter most.

Client engagement doesn’t just enhance delivery – it determines whether you’re seen as relevant, influential, and indispensable. It’s not a soft skill; it’s one of your sharpest strategic tools.

What great client engagement looks like

Great engagement isn’t about charisma – it’s about being intentional in how you connect, challenge, and contribute. Strong client engagement is built on four critical behaviours:

Be curious – go beyond the brief

Outstanding consultants don’t just take instructions – they explore. They ask thoughtful, open-ended questions to uncover what’s really going on:

What’s driving this need?
What’s beneath the surface?
What’s at stake commercially, politically, or reputationally?

Curiosity shows genuine interest in the client’s broader business, not just the task at hand.

Be brave – challenge thoughtfully

The best consultants don’t simply agree – they stretch their clients’ thinking. They ask tough questions and offer alternative perspectives:

Are we solving the right problem?
What risks haven’t we considered?

Handled with care and clarity, this approach builds credibility and deepens trust.

Be commercial – think bigger than the project

Engaged consultants understand the broader business context. They:

Link their work to strategic goals.
Speak the language of business leaders.
Recognise market dynamics and commercial pressures.

This is how you demonstrate relevance and earn influence.

Be consistent – build trust over time

Engagement isn’t a one-off act. It’s built through consistent, reliable behaviour:

Following through on commitments.
Sharing insights without being asked.
Staying visible even when not “on project”.

Over time, these small actions develop relationships rooted in trust and long-term value.

The skills behind the scenes

Strong client engagement is underpinned by a set of core interpersonal and communication capabilities that elevate consulting impact:

Self-awareness – Understanding your own style, assumptions, and how your behaviour affects others.
Awareness of others – Recognising different communication and decision-making preferences and adapting your approach accordingly.
Emotional Intelligence (EQ) – Managing emotions, building rapport, and navigating difficult conversations with empathy and composure.
Listening and questioning – Being fully present, asking purposeful questions, and hearing what’s said – and what’s left unsaid.
Storytelling – Framing ideas and recommendations in ways that resonate intellectually and emotionally with clients.
Commercial acumen – Understanding the client’s business model, priorities, and pressures – and aligning your approach accordingly.
Credibility and presence – Communicating with clarity, confidence, and authenticity to influence stakeholders at all levels.

These skills become even more critical when you’re operating under pressure or navigating complex, high-stakes decisions.

How to build your engagement capability

Client engagement isn’t an innate talent – it’s a capability you can develop with focus and intention.

One powerful way to strengthen self-awareness and interpersonal agility is through psychometric tools such as Insights Discovery, MBTI, or DiSC. These frameworks help you:

Understand your natural communication style.
Appreciate how others may differ.
Adapt your approach to build stronger, more meaningful connections.

In parallel, invest in developing essential communication skills – particularly listening, questioning, and storytelling.

To accelerate your growth:

Actively develop your skills – participate in training, use work experiences to practise, and apply new techniques.
Seek feedback regularly – from clients, peers, or mentors to understand how your engagement is landing.
Reflect on your practice – assess what worked, what didn’t, and how you can improve.
Work with a coach or mentor – to gain deeper insight, test ideas, and refine your approach over time.

Above all, practise with purpose. Every client interaction is an opportunity to enhance your capability and amplify your impact.

In conclusion: make engagement your edge

Consultants who master engagement don’t just deliver outcomes – they lead transformation. They’re trusted to shape strategy, not just execute plans. They build relationships that endure well beyond individual projects and create value clients remember.

If you want to stand out, win the right work, and make a lasting difference, focus on more than what you know.

Make engagement your superpower.

At Elevation Learning, we partner with clients to enhance their consultants’ client engagement skills. If you think we can help you, feel free to get in touch at info@elevationlearning.co.uk or Contact Us.