CHAPTER 12

Leverage Pseudo-Authority

Consulting is an interesting profession. It requires a great deal of authority, but unfortunately, since you are not an employee of the client, you have none. You are unable to hire or terminate people, you cannot reprimand people, and your praise has no real impact on a client employee’s future with his company. Therefore, it is vital that you generate some pseudo-authority. Since your first impression is a lasting one, make it count. Use all your soft skills to establish yourself as an expert right from the start. Most people don’t make a distinction between expertise and authority, and so if you make a great first impression, the client team will probably assume that you have some authority to go along ...

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