The Power of Credibility and Influence: Insights from Part 1 of The Performance Consultant’s Fieldbook

Starting out in the consulting field can feel overwhelming. There’s so much to learn, and it’s easy to think that technical expertise alone will set you apart. But as I’ve been reading The Performance Consultant’s Fieldbook, I’m realizing that success in consulting is about much more than just being knowledgeable. Part 1 opened my eyes to the importance of credibility and influence—two skills that can make or break your ability to succeed as a consultant.

Credibility: Building Trust from the Ground Up

As a new consultant, establishing credibility can feel daunting. How do you gain people’s trust when you’re just starting out? Part 1 highlights that credibility isn’t just about having years of experience; it’s about how you show up and interact with others. Credibility is built through:

• Consistency: Even if you’re new, delivering on your promises—no matter how small—shows that you can be counted on.
• Authenticity: People appreciate honesty. Admitting what you don’t know and showing a willingness to learn can be just as powerful as having all the answers.
• Empathy: Taking the time to understand a client’s challenges or concerns shows that you’re invested in their success, not just the project.

This really resonated with me because it’s easy to get caught up in trying to prove yourself. But the chapter reminded me that credibility is built over time, one interaction at a time. Even small actions, like following up promptly or being prepared for a meeting, can make a big difference.

Influence: Making an Impact Without Authority

Another challenge for new consultants is learning how to influence others, especially when you don’t have formal authority. Part 1 frames influence as the ability to guide decisions and actions by building relationships and communicating effectively—skills anyone can develop.

Here’s what I found especially helpful:

• Adapt to Your Audience: Not everyone thinks or communicates the same way. Whether it’s sharing detailed data with an analytical client or using big-picture storytelling for a visionary leader, tailoring your approach is key.
• Build Relationships: Influence starts with trust. Investing time to connect with stakeholders and understand their needs can create allies who will advocate for your ideas.
• Tell a Story: A good story doesn’t just inform—it inspires action. Learning to frame insights in a way that resonates emotionally can amplify your impact.
• Focus on Reliability: Even small things, like meeting deadlines or following up promptly, can establish your credibility early on.
• Be a Good Listener: Listening shows respect and helps you understand what truly matters to your client or team.
• Adapt Your Style: Different people require different approaches. Flexibility is key to building influence.

Closing Thoughts

Starting out in consulting can feel like a steep learning curve, but Part 1 of The Performance Consultant’s Fieldbook reminded me that credibility and influence aren’t reserved for seasoned experts. They’re skills that anyone can develop by focusing on trust, adaptability, and connection.

If you’re also just starting your consulting journey, I’d love to hear your thoughts! How are you building trust and learning to navigate influence in your work? Let’s share ideas and learn together.