Article:

Why Emotional Intelligence is a critical skill for consultants

In a people business like consulting, Emotional Intelligence (EI) is just as critical to success as technical expertise and analytical skills.

The ability to understand and manage emotions in oneself and others directly impacts a consultant’s effectiveness in building relationships, influencing stakeholders, and driving successful client outcomes.

In consulting, success isn’t just about having the right answer. It’s about ensuring others accept and act on it. This requires an understanding of not only the business problem but also the personal dynamics that shape decision-making, collaboration, and change adoption.

What is Emotional Intelligence?

The term “Emotional Intelligence” was first used by psychologists John Mayer and Peter Salovey, who defined it as “the abilities to accurately perceive emotions, to access and generate emotions so as to assist thought, to understand emotions and emotional knowledge, and to reflectively regulate emotions so as to promote emotional and intellectual growth”.

The concept was popularised by Daniel Goleman in his book Emotional Intelligence: Why It Can Matter More Than IQ. Goleman expanded on Mayer and Salovey’s work and identified five key components of EI:

Self-awareness – Recognising and understanding one’s own emotions and their impact.
Self-regulation – Managing emotions effectively to remain adaptable and composed.
Motivation – Using emotions to drive persistence, optimism, and goal achievement.
Empathy – Understanding and responding to the emotions of others.
Social skills – Building relationships, influencing others, and managing conflict effectively.

Goleman argues that IQ accounts for only about 20% of success, with EI, social skills, and adaptability playing a much larger role in leadership, teamwork, and workplace effectiveness.

Why does Emotional Intelligence matter for consultants?

Consultants have to operate in complex environments and work across multiple stakeholders, industries, and cultures. Their success depends not only on technical expertise but also on their ability to influence, build strong relationships, and navigate resistance – ensuring that their expertise is effectively applied to drive meaningful outcomes.

Emotional Intelligence enhances a consultant’s effectiveness in the following ways:

Building strong client relationships

Clients don’t just buy consulting services – they invest in people and relationships.

Consultants with high EI can quickly establish trust and rapport by demonstrating self-awareness and empathy. Understanding a client’s emotional state, concerns, and motivations allows consultants to:

- Adapt their approach to different personalities and organisational cultures.
- Communicate in a way that resonates with the client’s needs and priorities.
- Create long-term partnerships rather than just transactional engagements.

EI enables consultants to build deeper client connections, foster mutual trust, and position themselves as valued advisors rather than just service providers.

Managing stakeholder expectations

Consulting often involves multiple stakeholders with conflicting priorities. Consultants with strong self-regulation can:

- Remain composed under pressure and during difficult conversations.
- Defuse tension and handle objections with diplomacy.
- Navigate office politics and influence decision-making through strong interpersonal skills.

EI enables consultants to read the room, anticipate resistance, and respond constructively rather than react emotionally.

Enhancing communication and persuasion

Technical expertise alone isn’t enough. Effective consultants translate insights into compelling narratives that drive action.

Emotional Intelligence helps consultants:

- Tailor their communication style based on stakeholders’ personalities and priorities.
- Listen actively to uncover underlying concerns rather than just responding with facts.
- Frame recommendations in a way that aligns with clients’ emotions and aspirations.

EI enables consultants to influence without authority, which is a crucial skill in advisory roles.

Handling change and resistance

Many consulting engagements involve change management, where emotional resistance is inevitable. Employees can resist change for many reasons, including a loss of control, increased workload, and role uncertainty.

Consultants with an understanding and empathetic perspective can anticipate these concerns and:

- Address emotions proactively instead of dismissing them.
- Acknowledge fears and frustrations, making stakeholders feel heard.
- Guide teams through change with open dialogue and reassurance.

EI enables consultants to recognise the human aspects of transformation and drive change more effectively.

Developing leadership presence

Consultants must build credibility in client environments.

Self-aware consultants understand their strengths and limitations, allowing them to:

- Project confidence without arrogance.
- Adapt their approach based on the situation.
- Demonstrate resilience and composure even under pressure.

EI enables consultants to manage their own emotions and energy, inspiring confidence in clients and positioning them as trusted advisors rather than just external experts.

Can you develop your Emotional Intelligence?

Absolutely! Emotional Intelligence is not an inherent trait – it’s a skill that can be developed with practice.

To enhance EI, consultants can:

Increase self-awareness by reflecting on emotional triggers and responses.
Practice active listening to build deeper connections.
Develop self-regulation through mindfulness and stress management techniques.
Strengthen empathy by seeking to understand different perspectives.
Improve social skills through deliberate relationship-building and influence strategies.

Conclusion

Emotional Intelligence is not a “soft skill”. It’s a core competency, just as important as technical expertise. Emotionally intelligent consultants will find it much easier to:

Build strong client relationships.
Navigate complex stakeholder dynamics.
Manage resistance and drive change.
Enhance communication and persuasion.
Develop leadership presence and resilience.

As Daniel Goleman highlights, success in consulting isn’t about being the smartest person in the room – it’s about being the most emotionally intelligent.

At Elevation Learning, we partner with organisations and individuals to enhance consultants’ Emotional Intelligence. For more information on how we can help you improve your Emotional Intelligence, feel free to get in touch to info@elevationlearning.co.uk or Contact Us.