Building a Consulting Team

Stuck in an endless loop of client changes? Lost track of what revision this constitutes? Yeah. Been there. Done that. The secret? It's not about saying no. It's about saying yes to the right things upfront. Every project that goes sideways starts the same way: Vague agreements. Fuzzy boundaries. Good intentions. Six weeks later you're bleeding money and everyone's frustrated. Here's my framework after 30 years of running two 8-figure businesses: The SOW is your salvation. Not some boilerplate template. A real document that covers: • Exact deliverables (not "design work" but "3 homepage concepts, 2 rounds of revisions") • Hours of operation ("We respond M-F, 9-5 PST. Weekend requests get Monday responses") • Revision rounds spelled out ("Round 1 includes up to 5 changes. Round 2 includes 3.") • Feedback cycles defined ("48-hour turnaround for client feedback or the project may be delayed or additional fees may be incurred") But here's what most people miss— Don't work on client notes immediately. Client sends 37 pieces of feedback at 11pm Friday? Producer sends conflicting notes from the CEO? Marketing wants one thing, sales wants another? Stop. Collect everything first. Resolve the conflicts. Get on the phone and discuss it with your client to get alignment. Separate the "have to haves" from the "nice to haves". Then present unified changes. "Based on all feedback received, here are the 8 changes we'll implement. This constitutes revision round 2 of 3." Watch how fast the random requests stop. No extra work that goes unappreciated. No more feelings of being taken advantage of. Communicate before the crisis, prevents the crisis from happening. "Just so you know, we're entering round 2. You have one more included. After that, it's $X per additional round." No surprises. No awkward money conversations. No resentment. Scope creep isn't a them problem. It's a you problem. And that's good news, because that means you are in control. They're not trying to take advantage. They just don't know where the boundaries are because you never drew them. Draw the lines early. Communicate them clearly. Everyone wins. What's your most painful scope creep story? What boundary would've prevented it? Small Business Builders #projectmanagement #clientmanagement #businessgrowth

"I'll delegate when I find good people." Translation: "I'll trust them after they prove themselves." Plot twist: They can't prove themselves until you trust them. Break the loop. Delegate to develop. Here's how: 1️⃣ What should you delegate? Everything. Not a joke. You need to design yourself completely out of your old job. Set your sights lower and you'll delegate WAY less than you should. But don't freak out: Responsibly delegating this way will take months. 2️⃣ Set Expectations w/ Your Boss The biggest wild card when delegating: Your boss.  Perfection isn't the target. Command is.  - Must-dos: handled  - Who you're stretching   - Mistakes you anticipate   - How you'll address Remember: You're actually managing your boss. 3️⃣ Set Expectations w/ Yourself  Your team will not do it your way.  So you have a choice: - Waste a ton of time trying to make them you?   - Empower them to creatively do it better?  Remember: 5 people at 80% = 400%. 4️⃣ Triage Your Reality - If you have to hang onto something -> do it.  - If you feel guilty delegating a miserable task -> delete it.  - If you can't delegate them anything -> you have a bigger problem. 5️⃣ Delegate for Your Development  You must create space to grow. Start here:   1) Anything partially delegated -> Completion achieves clarity.  2) Where you add the least value -> Your grind is their growth.  3) The routine -> Ripe for a runbook or automation. 6️⃣ Delegate for Their Development Start with the stretch each employee needs to excel. Easiest place to start: ask them how they want to grow. People usually know. And they'll feel agency over their own mastery. Bonus: Challenge them to find & take that work. Virtuous cycle. 7️⃣ Set Expectations w/ Your Team  Good delegation is more than assigning tasks:  - It's goal-oriented  - It's written down  - It's intentional When you assign "Whys" instead of "Whats", You get Results instead of "Buts". 8️⃣ Climb The Ladder Aim for the step that makes you uncomfortable:     - Steps over Tasks  - Processes over Steps  - Responsibilities over Processes  - Goals over Responsibilities   - Jobs over Goals  Each rung is higher leverage. 9️⃣ Don't Undo Good Work Delegating & walking away - You need to trust. But you also need to verify. - Metrics & surveys are a good starting point. Micromanaging - That's your insecurity, not their effort. - Your new job is to enable, motivate & assess, not step in. ✅ Remember: You're not just delegating tasks. - You're delegating goals. - You're delegating growth. - You're delegating greatness. The best time to start was months ago.  The next best time is today. 🔔 Follow Dave Kline for more posts like this. ♻️ And repost to help those leaders who need to delegate more.

Think back to your first day on the job or when you were asked to take on something new. How did you feel? Maybe you were eager, but unsure where to start? Or maybe you had to fake it until you (hopefully) made it? Now, imagine if someone had been there to show you the ropes—the nuances, the unspoken rules, and the advice you needed to navigate the tasks and challenges. Maybe then you wouldn't have struggled with so many questions about why you were there and whether you were in over your head. This is why mentorship is so important. It guides people through the bumps, helping them find their footing faster than they would on their own. For younger or first-generation workers, this kind of support can be the difference between thriving and leaving. It’s also how organizations build strength from the inside out. Teams that mentor each other elevate one another. They push each other to step up, speak up, and grow. And the results speak for themselves: stronger cultures, better retention, and a workforce aligned and ready for the next challenge. If you're not investing in mentorship, you're leaving the best parts of your talent untapped.

Last week, a mentee came to me after her annual review. Her feedback was good — specific enough to sting a little. She walked out with every intention of acting on it. I asked her one question: "What's different on your calendar this week?" She paused. Nothing was different. That's where feedback dies — not in the reading of it, but in the week after, when life resumes and the document closes. Understanding feedback and acting on it are two completely different skills. Most people only practice one. Here's what I told her to do instead: 𝟭/ 𝗧𝗿𝗮𝗻𝘀𝗹𝗮𝘁𝗲 𝗲𝘃𝗲𝗿𝘆 𝗶𝗻𝘀𝗶𝗴𝗵𝘁 𝗶𝗻𝘁𝗼 𝗮 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝗿 "Be more strategic" tells you nothing. This does: take the project you're leading and present how it accelerates a priority your organization cares about — before your next leadership meeting. Specific. Timely. Actionable. For every piece of feedback, ask: what does this look like in practice? 𝟮/ 𝗔𝗱𝗷𝘂𝘀𝘁 𝘆𝗼𝘂𝗿 𝗴𝗼𝗮𝗹𝘀 If it doesn't make it into your goals, it's not going to happen. Don't create a separate "development item" that lives outside your work — embed it into the goal itself or into how you'll achieve it. If the feedback is "delegate more and develop your team," don't just note it. Update your existing goal to: 𝘥𝘦𝘭𝘪𝘷𝘦𝘳 𝘗𝘳𝘰𝘫𝘦𝘤𝘵 𝘟 𝘣𝘺 𝘘3, 𝘸𝘪𝘵𝘩 𝘵𝘸𝘰 𝘵𝘦𝘢𝘮 𝘮𝘦𝘮𝘣𝘦𝘳𝘴 𝘪𝘯𝘥𝘦𝘱𝘦𝘯𝘥𝘦𝘯𝘵𝘭𝘺 𝘭𝘦𝘢𝘥𝘪𝘯𝘨 𝘬𝘦𝘺 𝘸𝘰𝘳𝘬𝘴𝘵𝘳𝘦𝘢𝘮𝘴. Same goal. The feedback is now inside it. 𝟯/ 𝗖𝗵𝗮𝗻𝗴𝗲 𝘄𝗵𝗮𝘁'𝘀 𝗼𝗻 𝘆𝗼𝘂𝗿 𝗰𝗮𝗹𝗲𝗻𝗱𝗮𝗿 Your calendar is your priorities made visible. If the change you need to make doesn't appear there, it won't happen. If the feedback is "scale your impact by partnering across the organization," don't wait for opportunities to show up. Schedule 1:1s this week with leaders in adjacent teams to learn their priorities. What's on your calendar next Monday tells you more about your intentions than anything you wrote in your development plan. 𝟰/ 𝗧𝗲𝗹𝗹 𝘀𝗼𝗺𝗲𝗼𝗻𝗲 Share what you're working on with a peer, a mentor, or your manager. Not for accountability theater — because saying it out loud makes it real. And it invites the micro-feedback you'll need along the way. 𝟱/ 𝗦𝗲𝘁 𝗮 𝟵𝟬-𝗱𝗮𝘆 𝗰𝗵𝗲𝗰𝗸-𝗶𝗻 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 Not "am I trying harder?" — what's actually different in what you do? If the answer is nothing, the feedback is already expiring. The annual review is a gift. Most people open it, admire it, and put it back in the box. If nothing changes in what you do, the outcome is likely to be the same. What’s one change you’ve actually put on your calendar this year? PS: If you know someone in the middle of their review cycle — send this their way. --- Follow me, tap the (🔔) Omar Halabieh for weekly Leadership and Career posts

I stopped treating feedback like criticism and started treating it like free consulting. Because feedback isn’t about your worth. It’s about your blind spots. Most people waste feedback. They get defensive. They explain themselves. They ignore it. And then they wonder why nothing changes. ✅ How to treat feedback like free consulting (the real playbook): 1️⃣ Stop waiting for annual reviews. If you only hear feedback once a year, you’re already behind. Create your own feedback loop monthly, even weekly. 2️⃣ Ask sharper questions. Don’t ask “How am I doing?” Ask “What’s one thing I could do that would change the way you see me as a leader?” 3️⃣ Separate emotion from data. Feedback stings. That’s normal. But behind the sting is data. Extract it, use it, move forward. 4️⃣ Interrogate the source. Not all feedback is equal. Filter advice through one lens: Has this person achieved what I want to achieve? 5️⃣ Demand specifics. “Be more strategic” is useless. Push for examples. What did you say? What should you have said instead? Feedback without examples is noise. 6️⃣ Look for patterns, not one-offs. One person’s opinion is bias. Three people saying the same thing is truth. Patterns reveal where you need to act. 7️⃣ Stop explaining. The moment you start justifying, you close the door to honesty. Take it in, say thank you, move on. 8️⃣ Test it in real time. Don’t just collect notes. Try the new behaviour in your next meeting, pitch, or email. Feedback without testing is just theory. 9️⃣ Keep receipts. Document feedback and your response to it. When it’s time for promotion, you show the growth curve — not just claim it. 🔟 Flip the mirror. Give feedback as much as you take it. The best way to sharpen your own lens is to hold one up for someone else. We call it “feedback.” The unprepared call it “criticism.” The ambitious call it “an edge.” What’s the most valuable piece of feedback you ever received?

Stop trying to solve burnout with meditation apps. #Burnout at work is on the rise, and next year isn't likely to bring relief -- in fact the opposite. Under pressure to "do more with less," fears about #genAI and #RTO commands, it's not a surprise. Sharon Parker and Caroline Knight in MIT Sloan Management Review have put together a great framework for addressing a pressing issue that doesn't get glib about apps or just say "lighten their load." They also root it in a case for change: "58% percent of 18-to-34-year-olds said that their daily level of stress is overwhelming. Disengaged, stressed-out employees do not perform at their best." The SMART framework: 🔸 Stimulating work: Am I solving real problems that matter? Is there variety? 🔸 Mastery: Am I learning new skills, getting feedback and is it clear how my work contributes to broader goals? 🔸 Autonomy: Are the lines clear for what decisions I can make, and do I have flexibility to do work where and when I'm at my best? 🔸 Relational work: Am I engaged with a team, connected and feel a sense of belonging and support? 🔸 Tolerable demands: Is the work realistically scoped, so that I'm not in continual overload? Are there peaks and valleys? Their framework sounds easy, but anyone who's managed large teams knows how hard it is and how much design goes into making it happen. What I found historically with teams that helped were: ☀️ Frequent check-ins on how someone's feeling about the work, not just the status of the work: are you learning? Is it reasonable? Are you having fun? ☀️ Rotations of dreck and joy: routine work and doing the same type of project over again isn't fun; ensuring people get rotations in and out of "drudge" work. ☀️ Balancing autonomy and collaboration: Getting clear up front about shared goals, roles and levels of decision authority across the team. No swarm ball. ☀️ Taking breaks. Make sure people can step away from work, build and support boundaries and rest periods. Peak performance isn't "hustle culture." What works for you to relieve burnout? #Leadership #Management #Engagement #Productivity #culture

The secret weapon of high-performing teams isn't what you think. It's managers who actually mentor. 💪 I've been fascinated by the stark difference between companies that treat management and mentorship as the same skill versus those that don't. ‣ 5X higher promotion rates for employees with mentors ‣ 25% higher retention rates in departments with mentoring cultures ‣ 67% better problem-solving in teams with mentorship frameworks But most managers have no idea how to do it effectively. They confuse giving orders with giving guidance. They mistake feedback for development. & they wonder why their teams stagnate. True mentorship isn't about telling people what to do. It's about asking questions that unlock their potential. The best mentors I've studied share three practices that mediocre managers never do: 1) They make themselves available for "small moments" coaching, not just scheduled reviews. 2) They share their failures openly, not just their successes. 3) They focus on developing transferable skills, not just role-specific tasks. When I interviewed employees who stayed at companies for 5+ years despite competing offers, the number 1 reason wasn't money. It was having a manager who invested in their growth. But painfully… Most organizations talk about mentorship but do absolutely nothing to build it into their culture. They hope managers will somehow figure it out on their own. The companies winning the talent war are giving their managers actual frameworks for mentorship ↳ When to coach vs when to direct ↳ How to identify hidden potential in team members ↳ Specific questions that spark growth conversations #LeadershipDevelopment #TalentRetention #MentorshipMatters #WorkforceStrategy

Every company says they listen to customers. But most just hear them. There's a difference. After spending years building feedback loops, here's what I've learned: Feedback isn't about collecting data. It's about creating change. Most companies fail at feedback because: - They send random surveys - They collect scattered feedback - They store insights in silos - They never close the loop The result? Frustrated customers. Missed opportunities. Lost revenue. Here's how to build real feedback loops: 1. Gather feedback intelligently - NPS isn't enough - CSAT tells half the story - One channel never works Instead: - Run targeted post-interaction surveys - Conduct deep-dive customer interviews - Analyze product usage patterns - Monitor support conversations - Build customer advisory boards - Track social mentions 2. Create a single source of truth - Consolidate feedback from everywhere - Tag and categorize insights - Track trends over time - Make it accessible to everyone 3. Turn feedback into action - Prioritize based on impact - Align with business goals - Create clear ownership - Set implementation timelines But here's the most important part: Close the loop. When customers give feedback: - Acknowledge it immediately - Update them on progress - Show them implemented changes - Demonstrate their impact The biggest mistakes I see: Feedback Overload: - Collecting too much data - No clear action plan - Analysis paralysis Biased Collection: - Listening to the loudest voices - Ignoring silent majority - Over-indexing on complaints Slow Response: - Taking months to act - No progress updates - Lost customer trust Remember: Good feedback loops aren't about tools. They're about trust. Every piece of feedback is a customer saying: "I care enough to help you improve." Don't waste that trust. The best companies don't just collect feedback. They turn it into visible change. They show customers their voice matters. They build trust through action. Start small: 1. Pick one feedback channel 2. Create a clear process 3. Act quickly on insights 4. Show results 5. Scale what works Your customers are talking. Are you really listening? More importantly, are you acting? What's your approach to customer feedback? How do you close the loop? ------------------ ▶️ Want to see more content like this and also connect with other CS & SaaS enthusiasts? You should join Tidbits. We do short round-ups a few times a week to help you learn what it takes to be a top-notch customer success professional. Join 1999+ community members! 💥 [link in the comments section]

When we talk about leadership, it’s easy to imagine the visionary at the front of the room. But in my experience, the leaders who leave the deepest mark are not always the loudest. They are the ones who bring out the best in others. They are mentors who listen closely, create space for different voices, and help teams achieve more than any one individual could. Some have described these people as “𝐬𝐮𝐩𝐞𝐫-𝐟𝐚𝐜𝐢𝐥𝐢𝐭𝐚𝐭𝐨𝐫𝐬.” It resonated with me deeply because mentorship at its best is not about directing or controlling; it’s about enabling. How do you embody that role? Three practices come to mind: • 𝐀𝐭𝐭𝐮𝐧𝐞𝐦𝐞𝐧𝐭. The best mentors can “read the room.” They notice who hasn’t spoken yet, who needs encouragement, and how different strengths can complement one another. In Singapore’s fast-paced financial sector, this kind of awareness can transform collaboration across cultures and disciplines. • 𝐁𝐞𝐥𝐢𝐞𝐟 𝐢𝐧 𝐨𝐭𝐡𝐞𝐫𝐬. Sometimes the most powerful gift a mentor can give is their confidence. I’ve seen how telling someone, “I know you’ll excel at this, and here’s why,” can shift the way they see themselves. That belief often unlocks growth more than any technical advice. • 𝐂𝐫𝐞𝐚𝐭𝐢𝐧𝐠 𝐛𝐚𝐥𝐚𝐧𝐜𝐞. Great mentors don’t dominate conversations. They know when to step back, distribute opportunities, and ensure everyone has a voice. In diverse teams, this is what turns talent into collective intelligence. For me, mentorship has always been about more than guiding careers; it’s about cultivating trust, resilience, and inclusion. In Singapore, where innovation is driven by collaboration between government, business, and communities, the ability to mentor and “super-facilitate” isn’t just a nice-to-have. It’s essential. If we can all strive to be star-makers, not just stars, we’ll not only shape stronger teams, but also a stronger future for our industries. How have mentors shaped your journey, and what practices do you carry forward in mentoring others? #Leadership #Mentorship #Inclusion

On one of my toughest consulting projects, the breakthrough didn’t come from the most senior person in the room. It came from a junior analyst who spotted a risk no one else had noticed, one that could’ve cost the client dearly. We talk a lot about “high performance” in consulting. Early in my consulting career, I thought building a “high-performance team” meant filling it with the smartest people in the room. Over time I have realized that it’s about something else entirely: "A team that sees more than any single person can." If you remember, The Johari Window, it reminds us we all have blind spots. Leaders have two choices: → Pretend they don’t exist. → Build systems and teams to expose them early. Here’s what I’ve learned works: ↳ Mix cognitive styles and expertise – Pair domain veterans with fresh thinkers. The friction surfaces unseen assumptions. ↳ Make speaking up safe – Psychological safety isn’t “being nice.” It’s making dissent a contribution, not a career risk. ↳ Design for challenge, not comfort – Rotate roles, bring in outsiders, and celebrate the people who ask the awkward questions. Consulting teams move fast, solve tough problems, and deliver under pressure. But real high performance comes when everyone feels responsible for finding the blind spots. #Leadership #Mindset #ConsultingLife ------------------- I write regularly on People | Leadership | Transformation | Sustainability. Follow Surya Sharma.