What Clients Secretly Want from Experts (And How to Deliver)

"What if they ask something I can't confidently answer?"

"Do I need to know every industry statistic?"

"Should I prepare a presentation?"

If these questions sound familiar, you’re not alone. Many people feel anxious or overwhelmed before consultations. Emma felt the same way.

In our last article, we introduced Emma, a supply chain manager with three years of experience. She doubted herself when a major vendor contacted her as an "expert." Unsure if She is “Expert” Enough?

Nervous but determined, she decided to share her practical insights. The result? Her advice helped the client avoid a costly mistake.

What was going through Emma’s mind before that first call?

Emma’s Fears

Emma, like many professionals stepping into unfamiliar roles, felt nervous and unsure. She kept questioning herself:

• "What if they ask something I don’t know?"
• "What if they expect me to have all the answers?"
• "What if I’m not as qualified as they think?"

Do these thoughts resonate with you?

Here’s the good news: clients aren’t looking for perfection. They don’t expect you to know everything. Instead, they value something much simpler—your authentic, real-world experience.

What Clients Value

At Arches, we’ve facilitated thousands of expert consultations. One consistent truth stands out: clients prioritize practicality over perfection.

Here’s what they really value:

Real Stories Over Dry Statistics

Your firsthand problem-solving experiences make a greater impact than a long list of numbers or reports.

Current Insights Over Outdated Knowledge

They want fresh perspectives on what’s happening now—not methods that worked years ago.

Practical Solutions Over Theories

Clients crave actionable advice they can use, not abstract ideas or complex theories.

Take Michael, a product manager in e-commerce. He worried about not knowing every competitor’s market share. Yet, during his consultation, the client appreciated his firsthand experience with product launches and customer behavior far more than detailed statistics.

How Arches Prepares You

Feeling nervous, like Emma or Michael? It’s completely normal. But at Arches, we ensure you’re ready to shine in every consultation.

Here’s how we help:

• We share the client’s questions with you ahead of time.
• We align the topics with your expertise.
• We clarify the client’s goals to help you focus on what matters most.
• We’re always available to support you when you need it.

Emma found this preparation invaluable. "Knowing the questions beforehand made me feel confident and ready," she shared.

Handling Surprises

Even with preparation, unexpected moments can arise. Here’s how to manage them with confidence:

If You Don’t Know an Answer

It’s okay to say, "That’s not my main area, but here’s what I’ve observed…" Honesty and unique perspectives matter more than perfect answers.

If Asked About Competitors

Stick to your experiences. Personal insights often carry more weight than speculative guesses.

If Discussing Numbers

Share the metrics you work with daily. Real-world data is more insightful than broad industry averages.

Emma’s Breakthrough

Emma discovered a powerful truth: clients didn’t expect her to know everything. What they valued most was her practical knowledge and unique perspective.

"They were more interested in how I handle challenges than in statistics," Emma said.

Her confidence grew with each consultation. By focusing on what she knew and being honest about what she didn’t, Emma gave clients exactly what they needed—and strengthened her expertise along the way.

What’s Next?

In the final part of this series, we’ll show you how to take the next bold step—just like Emma—and become a trusted expert consultant with Arches.

Ready to share your expertise? Join Arches Expert Network and connect with companies that need your unique knowledge today!

Stay tuned for Part 3: "From Professional to Expert Consultant: Your Next Steps with Arches."