"I consider myself a persuasive person. Persuasion is a necessary tool in management consulting methods. I persuade others by displaying how my approach could benefit their business and bottom line. It's important to lay out the intentions of any suggested change and then express the importance of those changes. I help my clients understand the logic behind our group's recommendations. So my approach is not sly or combative in any way."

"Persuasion is an interesting word that often seems to have a deceitful connotation. I would rather say that I am effective at getting my clients to see the logic and benefit of our approach. I try to display the utmost integrity to gain and retain their trust. If I detect any resistance, I will exhibit calm and emotional intelligence, taking advantage of my strong communication skills and asking questions to see what triggered their reservations or fear. I will then be as transparent as possible to bring them around to my point of view. I call it sharing the telescope. Some consultants hog the telescope, playing captain. I am more democratic in my approach, being open and honest every step of the way. I share the telescope, show them what they are looking at on the horizon, and share the path I've charted so that they, too, understand how we will all get there."