🌱 What Is Humble Consulting?
Edgar H. Schein, in his book Humble Consulting, challenges the traditional model of the “all-knowing expert.”
Instead of delivering answers from a pedestal, humble consulting emphasizes:
- Being genuinely curious about the client’s context
- Listening without judgment
- Building trust step by step
- Exploring adaptive solutions together
This approach turns the consultant into a partner, not just a vendor.
💡 Why It Matters for Software & B2B Engineering
In software projects, the biggest risks rarely come from technical complexity—they come from misalignment, assumptions, and poor communication.
Humble consulting addresses these by:
- 🤝 Faster trust-building → clients share the real issues early, reducing rework costs.
- 🎯 Better solutions → co-created designs mean fewer failed features and less waste.
- 🚀 Reduced risks & delays → solving the right problem avoids budget overruns.
For B2B engineering and SaaS, this translates directly into financial value.
🔑 Gatekeepers: The Hidden Connectors
In every organization there are gatekeepers—people who are not always visible but hold direct influence with decision-makers.
They may be senior engineers, trusted managers, or long-tenured staff who quietly shape what leaders approve.
Here’s the challenge: traditional “hard-selling” approaches often miss them.
But humble consulting naturally surfaces gatekeepers because:
- You listen deeply instead of pitching.
- You build trust at multiple levels, not just with the C-suite.
- You co-create solutions, which encourages gatekeepers to reveal what really matters.
Once you have a gatekeeper’s trust, your ability to sell services, ideas, or products skyrockets. Why?
Because you’re no longer just “another vendor”—you’ve earned the support of someone who whispers in the decision-maker’s ear.
📈 The Business Value in Money Terms
At its core, business value means one thing: earning more or saving more.
Humble consulting helps companies do both:
💰 Earn More Revenue
- By uncovering opportunities through gatekeepers that outsiders would never see.
- By delivering solutions that stakeholders actually adopt and pay for.
- By strengthening relationships that lead to renewals and upsells.
💰 Save More Money
- By avoiding months of wasted development on the wrong features.
- By reducing project delays (which directly cut into margins).
- By minimizing risk of failed rollouts or expensive rework.
Every hour spent listening with humility can save weeks of rework.
Every gatekeeper won over can unlock hidden revenue streams.
What is Money Language?
It is a language of the executives and decision-makers who control budgets.
More can be found under this fantastic podcast with Pini Reznik: The Rise of Cloud Native
🔍 How to Apply Humble Consulting in Tech Projects
Start with curiosity, not expertise
- Ask open questions: “What’s the business impact behind this request?”
- Avoid jumping into “solution mode” too early.
Observe without judgment
- Stakeholders and gatekeepers often know the hidden cost drivers.
- By listening, you surface inefficiencies that can be fixed.
Co-create instead of dictating
- Joint workshops, prototypes, and iterations create alignment.
- Shared ownership ensures solutions stick (and ROI is realized).
Personalize your approach
- Each company’s culture and financial drivers are different—tailor accordingly.
🚀 Closing Thoughts
The most effective consultants and engineers aren’t the ones who talk the most—they’re the ones who listen, adapt, and connect with decision-makers and their trusted gatekeepers.
Humble consulting is not just about being nice—it’s about unlocking influence, protecting budgets, accelerating revenue, and maximizing ROI.
👉 In other words: humility pays—especially when it helps you reach the gatekeepers who hold the keys to business growth.
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