Consulting and the Art of Self-deprecation

by | Apr 28, 2009 | Consulting | 2 comments

According to Wikipedia, comedians use self-deprecating humor “to avoid seeming arrogant or pompous and to help the audience identify with them.” Sounds like a good strategy for anyone looking to build trust and rapport with another human being. Sounds like an especially good strategy for anyone in the consulting profession.

Ask any client who has worked with consultants over the years – they’ll have at least a few horror stories to tell about the Big Important Expert they hired. That creates messes we are all left to clean up.

Self-deprecation is an art that should be routinely practiced by anyone who claims the title “consultant.”

Here’s some material for your toolkit (original author unknown):

Top Ten Things You’ll Never Hear from a Consultant

1. You’re right; we’re billing way too much for this

2. Bet you I can go a week without saying “synergy” or “value-added”

3. How about paying us based on the success of the project?

4. This whole strategy is based on a Harvard business case I read

5. Actually, the only difference is that we charge more than they do

6. I don’t know enough to speak intelligently about that

7. Implementation? I only care about writing long reports

8. I can’t take the credit. It was Ed in your marketing department

9. The problem is, you have too much work for too few people

10. Everything looks okay to me

Share this with your clients. They’ll enjoy laughing at your expense. And they’ll appreciate your ability to laugh at yourself!

Originally published by Trusted Advisor Associates, LLC
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Andrea Howe

As the founder of The Get Real Project, I am the steward of our vision and our service offerings, as well as a workshop leader and keynote speaker. Above all else, I am an entrepreneur on a mission: to kick conventional business wisdom to the curb and transform how people work together as a result. I am also the co-author, with Charles H. Green, of The Trusted Advisor Fieldbook (Wiley, 2012).

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2 Comments

  1. Andrea P. Howe on May 27, 2015 at 12:53 pm

    “Yes, and …” is such a simple and powerful tool, Kenda–whether you use it literally or in spirit. Thanks for reminding ME about it as well. 🙂

  2. Kenda Marks on May 26, 2015 at 11:17 am

    Thank you so much for nudging me back to Chapter 8 in the Fieldbook. I have flagged page 65 to practice ‘Yes, and…” as well as to consider the element of humor. I love the Snickers example! It is unexpected and has just the right dash of humor.