The Simple Things That Will Make You Successful: Lessons from a Lifetime in Consulting  

Notes from Andre a retired partner in a Big 4

When I look back on my fifty years in business consulting, I am struck not by the big, flashy moments, but by the simple things—the little habits and mindsets that made all the difference. Now, as I sit in my sunlit study, sipping strong coffee and watching the world go by, I feel compelled to share these lessons with those just starting out. Whether you’re a junior consultant or anyone stepping into the world of professional services, these are the truths that shaped my career.

 1. Own It: Take the Reins from Day One

Let me tell you something I wish someone had told me when I was young: You own this process. From the first handshake to the final presentation, you are the engine that drives the engagement forward. In consulting, nothing happens unless you make it happen. I remember my first big client. I was nervous, unsure, and waiting for someone to tell me what to do. But here’s the catch—no one did. The client looked to me for answers, my manager waited for me to take the lead, and the team followed my cues. It dawned on me that if I didn’t take accountability, the project would stall. So, I took ownership. I set the agenda, I followed up on actions, and I made sure every loose end was tied up.

Lesson:  Don’t wait for permission. Don’t assume someone else will pick up the slack. If you see a gap, fill it. If you spot a risk, flag it. If you make a mistake, own it and fix it. Clients respect consultants who take responsibility. It’s your process—drive it.

 2. Never Panic: The Client Needs You More Than You Need Them

Early in my career, I lost sleep over every client meeting. I thought I had to know everything about their business. But here’s a secret—you’ll never know more about the client’s organization than they do. And that’s perfectly fine.Clients hire consultants because they need help. They’re looking for perspective, structure, and sometimes just a calm presence. If you panic, you amplify their anxiety. If you stay calm, you become the anchor in the storm.Once, during a particularly tense project, the client’s CFO cornered me with a barrage of questions I couldn’t answer. Instead of bluffing, I admitted what I didn’t know and promised to find out. My vulnerability built trust. We worked through the problem together, and the relationship grew stronger.

Lesson: Balance your drive for excellence with humility. Be honest about what you know and what you don’t. Never panic—clients sense it. Remember, they need your help, your perspective, and your steadiness.

 3. Embrace the Progression: Consulting is a Human Journey

Consulting isn’t just about frameworks and PowerPoints. It’s a deeply human process. Every week, you’ll see relationships evolve, ideas shift, and people open up—or shut down.Some weeks, your recommendations will be rejected. Other times, you’ll witness breakthroughs. You’ll encounter denial, resistance, learning, and growth. You’ll make new friends, face stressful situations, and sometimes, you’ll just have a good laugh at the absurdity of it all.I recall a project where, after weeks of tension, the client’s team and mine ended up at a karaoke bar, belting out old rock songs. That night, barriers fell. The next morning, collaboration was easier. Never underestimate the power of shared human moments.

Lesson:  Consulting is a journey, not a transaction. Be patient. Listen. Celebrate the small wins. Learn from setbacks. The people you work with are more important than any deliverable.

 4. Data Matters—But Only When It’s Reliable

Ah, data. The lifeblood of consulting. But let me tell you—data is only as good as its source. Early on, I made the mistake of trusting numbers that looked impressive but were built on shaky foundations. The result? Embarrassment and lost credibility.Your job is to seek out the truth, not just the convenient answer. If the data is solid, let it speak—even if it’s uncomfortable. If it’s unreliable, say so. Clients respect honesty, even when it’s hard to hear.I once had to tell a CEO that their prized metrics were misleading. It was a tough conversation, but it led to real change. The truth, even when painful, is always the right choice.

Lesson:  Interrogate your data. Ask where it comes from, how it’s collected, and what it really means. Show the truth, not just what people want to see. Your integrity is your most valuable asset.

 5. Show Up: There’s No Substitute for Being in the Room

In this age of video calls and virtual collaboration, it’s tempting to think you can do everything from behind a screen. But let me tell you—nothing beats being in the same room.There’s a magic that happens when people sit across from each other. You catch the nuances, the body language, the unsaid concerns. You build trust faster. Problems get solved quicker. I’ve seen projects turn around simply because everyone was finally in the same place, looking each other in the eye.I remember a client who insisted on Teams meetings for months. Progress was slow. Then, one day, we all met in their office. In two hours, we accomplished what we hadn’t in weeks. Don’t underestimate the power of showing up.

Lesson:  Whenever possible, be there in person. Shake hands. Share a coffee. Look people in the eye. The process is more efficient, and the relationships are stronger.

 Some Final Thoughts from an Old Hand

If you remember nothing else from this memoir, remember this: Success in consulting isn’t about being the smartest person in the room. It’s about being the most present, the most accountable, and the most human.

 1- Own your process. Don’t wait—lead.

 2- Keep your cool. The client needs your steadiness.

 3- Value the journey. Consulting is about people, not just projects.

 4- Honor the data. Seek the truth, always.

 5- Show up. There’s no substitute for being there.

I’ve seen consultants burn out chasing perfection, and I’ve seen others thrive by focusing on the basics. The simple things are what make you successful. They’re timeless. They’re true.

So, as you step into your first engagement, remember these lessons from an old retiree who’s seen it all. The world of consulting is challenging, yes—but it’s also endlessly rewarding. And if you do the simple things well, you’ll go far.

Now, go out there and make me proud.

By Melvin Bosso