Every good consulting partnership should start with one thing: trust.
But sometimes, before we can help a business grow, we as consultants first have to earn that trust — and that starts with communication.
Can You See What I’m Saying?
Recently, Nesanel met with a new client who had just brought on a CFO. The moment he joined the call, it was clear he wasn’t thrilled about having consultants in the mix. His first questions came fast:
“Why do we need consultants? Isn’t this something we should handle internally?”
A fair question — and one we hear often.
Here’s what Nesanel explained happened:
“Instead of diving straight into strategy, I paused. I walked him through what our work actually looks like: how we break down processes, analyze systems, and build recommendations that make operations smoother, not more complicated.
As I explained, something shifted. His tone softened. His posture leaned forward. He started asking smart, curious questions. By the end, he was energized — even asking Sabrina, our consultant, for policy recommendations on the spot.”
So what changed? Not the scope. Not the pricing. Just the clarity.
Use Clear Communication to Turn Resistance into Results
When people don’t understand what’s happening — whether it’s a new consultant, a new process, or a new initiative — uncertainty fills the gap. And uncertainty breeds resistance.
But when you take the time to communicate clearly, to set expectations, and to explain the why, resistance becomes collaboration.
This isn’t just anecdotal — research backs it up. Harvard Business Review found that organizations communicating the purpose and process of change clearly are three times more likely to meet their project goals.
Meanwhile, McKinsey & Company reports that when employees understand and feel involved in change, their engagement and performance dramatically increase. In short: clarity builds buy-in.
And another McKinsey study found that effective communication can boost productivity by up to 25% when team members feel connected and aligned.
In short, clarity builds buy-in and drives results.
Across the research, one message stands out: clear, intentional communication isn’t just about sharing information. It’s how leaders build trust, spark alignment, and turn change into forward momentum.
At The Penguin Group, we’ve seen this play out again and again. From CFOs to frontline teams, everyone performs better when they understand how and why change is happening. Communication isn’t just about being polite — it’s an operational advantage.
It’s the same inside your own company. Whether you’re rolling out a new system, restructuring a department, or leading a company-wide meeting, clarity drives engagement. The more your people understand, the more they’ll buy in.
When Thinking About Consultants, Remember This
Before you launch your next initiative, ask yourself — have you communicated the why? Because clarity doesn’t just prevent confusion. It builds momentum.