Framing Trust: An Einsteinian Approach to Advisory Success with the Consulting Mindset

Good afternoon LinkedIn Friends,

As we stand at the crossroads of human ingenuity and technological advancement, our role as engineers and advisors is more crucial than ever. I would like to attempt to bridge two worlds: the domain of physics and engineering and the nuanced art of consultation, guided by the teachings of "The Trusted Advisor". Specifically, I want to explore how these concepts intertwine with the indispensable 'Consulting Mindset’ and the concept of frames of reference.

The Consulting Mindset is characterized by curiosity, flexibility, empathy, and the commitment to place the client's interests above all. It's about embracing the role of a guide, a partner, and a problem-solver. This mindset, when combined with the concept of framing from "The Trusted Advisor," creates a powerful toolkit for building trust and delivering value in our advisory roles.

In the realm of physics, Einstein taught us that our observations are influenced by our frame of reference. This principle mirrors the essence of the Consulting Mindset, where understanding and adapting to the client's perspective is paramount. Just as an observation appears differently from different vantage points, the solutions and advice we offer must be tailored to fit the unique context and needs of our clients.? I won’t bore this audience with the train paradox as this article is targeted to engineers who understand this concept. The goal is to align both the concepts of emotional intelligence with the physical world.

Forcing our frame of reference onto clients, (and in life clients can be colleagues, supervisors, family) without seeking to understand theirs, can lead to opposition and resistance—akin to the repulsion between two electrons. This clash not only hinders progress but can also erode trust, making our advisory efforts ineffective. The Consulting Mindset urges us to approach this challenge differently, by aligning our frame of reference with that of our clients.

This alignment requires a deep curiosity about our clients' worlds. It asks us to listen actively, to empathize with their challenges, and to flexibly adapt our expertise to their context. It's about engaging in a dance of perspectives, where we lead our clients not by pulling them into our world, but by stepping into theirs and guiding them from within their own frame of reference.? The key is building the trust with our clients so they invite us into their frame of reference, not force our way in, or force our frame on them. The two frames are naturally incompatible and to reach agreement, it requires one or the other person to enter the other persons frame to gain understanding and trust.

Imagine the elegance of Einstein's thought experiments, where he invites us to visualize complex concepts through accessible scenarios. In the same vein, the Consulting Mindset encourages us to simplify complexity, making our expertise accessible and relevant to our clients. It's about translating the intricate language of physics and engineering into solutions that resonate with the client's experiences, goals, and fears.

Furthermore, the Consulting Mindset emphasizes the importance of placing the client's interests at the forefront. This dedication to serving their needs above all is what builds the foundation of trust. It's the equivalent of achieving coherence in a wave function, where our intentions, our advice, and the client's needs align to amplify success.

In conclusion, as we navigate the complexities of our roles as advisors and engineers, let us embrace the Consulting Mindset with its core principles of curiosity, flexibility, empathy, and client-first focus. Combined with the insights from "The Trusted Advisor", emotional intelligence and the principles of Einsteinian physics, we have a comprehensive framework for approaching advisory relationships. By understanding and aligning with our clients' frames of reference, we can transcend opposition and build lasting partnerships based on trust, respect, and mutual success.

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#consultingmindset #trustedadvisor #frameofreference Douglas Mcintire PE Theron Easley, PE, MEM Jessica Wojtowicz, MBA, EIT Ryan Cross, PE, MBA Andrew Bordine Sherri Courtney-Owens Jeff Gorski Tyler Miller, PE, MBA Bill Herdegen P.E. Humberto Aceves Jason Airey Donnie Blankenship Richard Bukenya, PMP David Chang Wade Drossel, PE, MBA Kevin Elveton Chris Garvin, PE Jeff Guess David Huddleston Jennifer K. James Lakatos, P.E. Brian Mason Tony McMullen Benjamin Peacock, P.E. Akhil Punnoose, P.E. Michael Roe, MBA, PMP Mercedes Sanchez Morris Stover, PE Greg Troxell Holden Tseeng Megan Wonnell, PMP Srinivas Kongara Kamlesh Bhagnani, PE Timothy Chen, M.Eng., P.Eng., PMP Tony Graber, CUSP Dan Seidler, PMP Greg DeLuca Susan Sandborn Maxim Castelino