Given my experience at Indian Oil Corporation Limited, I’ve found that demonstrating value early on is crucial. I would start by sharing relevant case studies where my approach has delivered measurable results in similar situations. Then, I’d explain how my methodology aligns with their specific goals, breaking it down into clear steps. To ease any concerns, I’d offer a trial period or a pilot project, allowing the client to experience the benefits firsthand without a long-term commitment. This combination builds trust while providing tangible proof of success.

If client is skeptical of your methods of consulting. Do not push your approach, instead understand why is the client skeptical. Understand client's experience and what didn't work last time that made the client skeptical. Discuss how the issues of past, relate to current consulting approach, as per the perspective of the client. Post understanding, do not offer a solution right away. Circle back with a sample outcome of your approach which solves the issues of past for the client. If it still doesn't break the ice, accept that it is more detrimental to the relationship if you push more. Give the client time to comeback.

My view is, perhaps in such a case, there's a disconnect between what the client wants and what you have understood they want. Therefore, step back, use a brainstorming tool, return to first principles and go over the following with your client: What is the goal? What are the objectives? What are the tactics to achieve these objectives? What are the expected outcomes? What are the metrics of measurements? Who is responsible for executing what? What is the frequency of review? At the end of this exercise, you would have successfully traced the points of disconnect between what you had in mind and what the client wanted. Next correct them.

A consultant must first engage actively with the client, understanding the root of their concerns. This requires direct involvement —spending time to uncover whether the hesitation stems from cost, perceived value, or past negative experiences. Next, articulate how the initial high cost and effort serve as investments for long-term gains. Demonstrating a tangible return on investment (ROI) can shift focus from short-term expenses to lasting outcomes. Finally, personal commitment is key. This might require a high investment of cost and effort initially from the consultant but regular face-to-face meetings and in-depth discussions showcase the consultant’s dedication, building trust and mitigating the client’s concerns effectively.

Sharing experiences close to the reality of the client organization, which have proven their results through methodology, according to distinguished practices, in addition to the importance of proactive communication, addressing their needs and understanding them in a realistic way, makes the level of resistance in the client decrease