Consulting style ranges from prescriptive (consultant decides) to consultative (consultant facilitates client decision). The right balance shifts.
Push (be prescriptive) when:
- Technical issue with clear right answer. "Should we use Workflow Rules?" — no, use Flow. Don't pretend it's an open question.
- Salesforce best practice is well-established. Bulkify triggers; one trigger per object.
- Client is heading toward a known mistake. Multi-currency once enabled is irreversible — prescribe carefully.
- Time-critical — no time for extensive deliberation; need a decision.
- Compliance / security risk — these aren't optional.
Facilitate (be consultative) when:
- Business decision with multiple valid paths. "Should sales reps see all opportunities or just their own?" — depends on culture, trust, accountability. Client decides.
- Cultural fit matters. Process changes that work in one org won't in another. Client knows their culture.
- Stakeholder alignment needed. When multiple stakeholders disagree, facilitating consensus is more valuable than dictating.
- Long-term ownership — client has to live with it; they should choose.
Common mistakes:
- Too prescriptive in early career — junior consultants lecture from "best practices" without listening. Erodes trust.
- Too consultative in mid-career — facilitate everything, never have an opinion. Adds little value beyond a good Project Manager.
- Mismatch with client expectation — some clients hire a consultant for opinions; some want a facilitator. Calibrate.
Senior consulting style:
> Have strong opinions, weakly held. Express the opinion clearly. If the client pushes back with valid reasoning, update.
Don't dictate; don't be a doormat. Bring expertise, bring experience, but recognise that the client owns the outcome.
A great consultant says: "Based on what we've seen at other clients, here's the recommended path with these trade-offs. Given your specific context — culture, regulatory environment, team capacity — option A or B may both work. Here's how I'd weigh them." Client decides; consultant supports.