By Stephanie Bickel
The Dilemma
Consultants are exhausted. They're navigating endless client demands, economic uncertainty, and the relentless pressure to perform at an elite level. Every engagement is an audition for the next one. Firms expect billable hours to climb while clients push back on pricing. Internally, competition for promotions is fierce, and the margins for error are razor-thin.
The weight of expertise, adaptability, and leadership communication feels heavier than ever. Are consultants just burning out, or is there a way to rise above the chaos?
The Answer: Adaptation and Self-Management
Success in consulting has always hinged on two key skills: adaptation and self-management.
Those who thrive are the ones who shape the storm rather than react to it.
Redefine impact. Consulting isn't just about delivering work—it's about elevating conversations and making clients smarter in real time. Mastering leadership communication ensures that every interaction is purposeful and influential.
Master the art of "strategic no." Not all work is equal. Knowing when to say no (and how to frame it) preserves energy for the highest-value opportunities. Strong leadership communication skills allow consultants to set boundaries without damaging relationships.
Speak with more certainty. Clients crave confidence. Consultants who deliver clear, decisive insights without hedging will stand out. This is where leadership communication makes all the difference—concise, compelling messages create trust.
Guard recovery time. High-impact consultants operate like elite athletes. Rest and recalibration are essential to staying sharp, and the ability to communicate priorities effectively prevents overload.
Myth: More Hours = More Success
The biggest misconception in consulting is that the hardest-working person wins. The truth?
The most strategic person wins.
It’s not about doing more—it’s about thinking more.
It’s not about responding faster—it’s about shaping the agenda.
It’s not about pleasing every client—it’s about being indispensable to the right ones.
And at the heart of all of this? Leadership communication. The best consultants don’t just execute—they influence.
Bad News, Good News
The industry is shifting. Clients are more demanding, competition is stiffer, and the margin for error is shrinking. The high-performing, high-burnout consultant model is unsustainable.
This is an opportunity for the best consultants to rise. The ones who speak with clarity, navigate complexity with confidence, and manage their energy like top performers will dominate. The future belongs to consultants who don’t just survive change—they lead it through exceptional leadership communication.
Data: The Shift in Consulting Performance
45% of consultants report that their biggest challenge is managing client expectations in a tighter market.
70% of firms are emphasizing leadership communication skills in promotion decisions.
High-performing consultants are 2.5x more likely to control their schedules and prioritize strategic work over reactive tasks.
Story: The Consultant Who Transformed
A senior consultant we coached was working 70+ hours a week, traveling Sunday - Thursday for eight months straight. The project is ending, and the person who handles staffing wants to put him on another engagement with no break. He has a cold, and just wants one week on the beach. Yet, he feels the pressure of billable hours. He is asked about what skills he wants to develop on his next project. This triggers stress and anxiety. He is feeling good about his skills but know he has to come up with something. He says data analytics even though what would energize him would be work in AI or Automotive sector work. He feels he has to take whatever his Firm wants.
We worked on her presence, messaging, and prioritization—key aspects of leadership communication. The biggest ah-ha came from realizing that he does love the work. He does have options inside his Firm, and he can make the most of this tighter market.
He is more excited to become the go-to consultant for high-stakes projects. The next designation will come at the right time. He can be patient. He is showing up differently already.
Picture of the Future
Imagine a world where consultants aren’t just executors, but visionaries. The best consultants will be the ones who:
Command rooms, not just projects. They influence senior leaders with clarity and confidence, demonstrating strong leadership communication.
Drive conversations, not just deliverables. Their insights shape client strategy because they know how to communicate with impact.
Own their careers, not just their assignments. They rise by being indispensable, not overworked, and their leadership communication skills make them trusted advisors.
The pressure in consulting isn’t going away. But those who adapt, sharpen their leadership communication, and control their impact will not only survive—they’ll thrive.
What kind of consultant will you be?
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April 2025 in Speak by Design University is all about becoming the Trusted Advisor. If you are a consultant looking to thrive in a tighter market, come learn the best ways to connect with clients. Join the waitlist at speakbydesign.com/join.