Charles Fallon, President, LIDD Consultants Inc.
When I’m looking over applicants for junior-level consulting roles at my company, I care about two things: Whether they did well in university and whether they can have a conversation. While academic performance often serves as a foundation, it’s the ability to engage in meaningful, clear communication that truly sets candidates apart. In the consulting world, especially at the junior level, your expertise is only as valuable as your ability to convey it effectively. It doesn’t matter if you graduated with honors or have impressive technical knowledge if you can’t articulate your ideas in a way that is both understandable and persuasive. At the end of the day, consulting is as much about people and communication as it is about expertise and analysis.
Establishing Credibility In Consulting
In consulting, especially in specialized fields like technology and engineering, it’s not uncommon for individuals entering the industry to have weak entry points. For younger professionals or those new to the consulting field, establishing credibility and expertise can be challenging due to a significant gap in their experience and understanding. This gap often manifests when working with decision-makers who, despite their authority, may not have the same depth of knowledge in the consultant’s area of expertise.
Effective communication becomes essential because decision-makers are juggling a variety of topics every day. With so many issues requiring attention—everything from financial concerns to strategic international market expansion—the space for consultants to effectively communicate is limited. Presenting information clearly and using time efficiently becomes a powerful tool in ensuring that recommendations are understood, embraced and acted upon.
Why Communication Is Critical In Consulting
However, communication is not a skill that can be assumed. It’s something that must be intentionally practiced and honed. As a mentor of mine once told me: “You talk too much.” It’s a statement that rings true for many professionals entering consulting. We often underestimate the friction that bad communication can create in conveying complex ideas. It’s all too easy for a consultant to get lost in technical jargon or unnecessary details, which cloud the core message.
This issue is especially prominent among frontline managers, who often disregard how vital communication skills are to their roles. It’s not just about how they deliver information but how they ensure that their message is clear, compelling and actionable. In consulting, particularly in STEM fields, nothing hinders a company’s performance more than a deficit of communication skills. This neglect can result in misunderstandings, delayed actions or even the rejection of solid recommendations that could have otherwise driven growth.
Developing Effective Communication Practices
Closing this communication deficit should be the highest priority for any organization. A consultant’s success and, in turn, a company’s ability to capitalize on valuable recommendations, depend heavily on how well the consultant can communicate their ideas. For companies to perform at their best, they must prioritize the development of communication skills across their teams. One critical area where this can start is with frontline managers. These individuals shouldn’t be promoted into managerial positions until they are trained and equipped to communicate effectively. If they lack this skill, the company risks poor decision-making and lost opportunities.
Developing strong communication skills is not just about mastering how to present data or write reports; it’s about understanding how to convey complex ideas in the most digestible, compelling manner. A consultant should prioritize the development of their communication toolkit, which includes knowing how to write a concise sentence, eliminate fluff and structure a coherent argument. In practice, this means presenting your recommendations first, without a long preamble.
Key Tools For Effective Communication
Clarity And Brevity
Learn how to write a sentence that communicates the core idea with the fewest words possible. Eliminate unnecessary jargon and fluff.
Structure
Organize your thoughts logically. A well-structured argument is easier to follow and more persuasive.
Focus
Present your recommendation first. Time is limited, so don’t bury the lead. Decision-makers need to know the action you’re advocating for up front.
Practice
Communication is a skill that can be learned and refined over time. Be deliberate about practicing how you communicate complex ideas.
Feedback
Seek constructive criticism—especially from those who are brutal with you about your communication style. As harsh as it may seem, it helps you refine your approach.
I often tell my mentees, “You can’t just give me the first draft and expect it to work. I will criticize it at length because that’s how you learn.” Over time, they learn how to write more clearly, how to cut the fluff and how to build an argument that leads to actionable outcomes. It’s a skill that requires patience and repetition.
The Bottom Line
To make progress in consulting, especially in technical fields, the ability to communicate effectively is paramount. It’s not enough to have the technical expertise or even to be able to make the best recommendations. If you can’t convey those ideas in a clear, compelling way, they’re less likely to be acted upon. In turn, companies must make communication training a priority at every level, especially among managers who play a pivotal role in driving change and progress.
The most successful consultants will always be those who can make complex ideas simple, clear and actionable—and that can be learned and refined with time and practice.
Forbes Business Council is the foremost growth and networking organization for business owners and leaders. Do I qualify?
Read the full article here
