When Consultants Unwittingly Sabotage a Business Opportunity

When I reflect on the many consultants I’ve worked with over the years and remember clearly those whose “pitch” for the work failed because they, a) haven’t researched me (their client), b) arrived with their own agenda but, more worryingly, c) were busy busy busy; lots to do.

Clearly, they were trying to make an impression, but it was a big fail.

Conversely, I wonder why it was that I was drawn to consultants whose “pitch” was low-key, informative, and balanced. They were punctual, they were prepared, and they left me with reading material and time to reflect and make my decision.

As a consultant, the primary role is to work with organizations in areas the client outlines.
Consulting assignments invariably begin with a problem. The client recognizes they have an issue that can only be resolved by hiring a specific talent, very often as a short-term project.

Consultants bring skills, experience and knowledge to their clients. They normally are not there to rewrite the company strategy, nor are they there to find endless fault in the hope of getting more business. The consultant’s contribution, therefore, can be defined as bringing specific skills needed within an organization for a set period.

Consultants that get repeat work are often the ones who work hand in hand with their client to fix the identified basic problem. They develop a process with which to address the problem and formulate a solution.

Consultants bring a much-needed objectivity, knowledge or innovative approach to organizations, augmenting and supplementing the teams within that organization.

There is a measure of scepticism around consultants, but when you work with a consultant whose business is ethical, where trust can be built, and where they make a valuable contribution to the business, I’m all for hiring them.

The consultants that made the greatest impression and, in fact, I hired, began the engagement not by telling me everything they could do for me, but by requesting I complete a DNA Behavior Natural Discovery process. This, they said, would enable them to deliver a meaningful client experience customized to my unique style.

The outcome was clear (and very accurate) insight

-Balanced -Discerning -Harmonious

I can guide people with feelings, together with the determination to reach goals and accomplish tasks. This blend of behavioral strengths makes me well-suited for situations where setting the agenda and recognizing the needs of other people are required. Further, consistency, reliability and persistence are important. I flourish in an environment where there is plenty of stability, group decision-making is needed, and where I am recognized for the contribution I make.




I was then presented with outcomes from the consultant’s DNA Behavior Natural Discovery:

- Ringleader – Assertive – Visionary

Influencers usually have a unique blend of confidence, initiative and people skills. They are typically able to see the larger vision and then use their superior communication skills to influence others towards accomplishing it. They will wholeheartedly invest time and effort into developing others and their personal performance towards goals, particularly strategies which they see hold significant potential.



Immediately, I could see that this insight, for both of us, ensured we understood each other’s strengths and limitations. We knew how to communicate with each other and, most importantly, as the client, I saw how important it was for the consultant to make it a priority to get to know my behavioral style. This impressed me. They were putting me and my needs above the issues, while being transparent about their own, dissimilar style of working.

This approach not only got them the business, and indeed repeat business, it also opened doors for me to see where a scientifically based data gathering tool could bring significant insight into the people in the organization.

As part of an ongoing relationship, the consultant introduced the DNA Behavior Natural discovery to many areas of our business. Teams began to accelerate their performance as they gained a deeper understanding of one another’s talents and behaviors.

This consultant had made a very valuable contribution the business.

As a consultant, do you want to know what unique behaviors you bring to the table? Try our complimentary Discovery now.


To learn more, please speak with one of our DNA Behavior Specialists (LiveChat), email, or visit DNA Behavior


Carol Pocklington

Carol Pocklington

Carol Pocklington - Chief Insights Accelerator

Carol is a Human Performance Accelerator. She has worked with Hugh Massie since 2001 since the Financial DNA understanding concept was conceived. She works with people and businesses worldwide. Her real-world application of behavioural insights, gives her the capability to serve as a business strategist, coach, mentor, and trainer. She is also a prolific blogger, a public speaker and author, specializing in human behavioural insights.

Carol's DNA Natural Behavior Style is - Facilitator

Carol is a Facilitator. Facilitators are persistent, goal-oriented people who promote team effort in order to complete tasks. Facilitators lead by setting examples and by achieving goals. Their strong work ethic encourages others to excel and they have an excellent ability to deal calmly yet firmly with people using a facilitative style.

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