The Power of Vulnerability
Within The Ascent, we place significant value on the power of vulnerability. Unfortunately, it is all too often perceived as a hindrance to success. This perception appears to stem from the association of vulnerability with weakness, but in our view, this is a missed opportunity! Vulnerability is indeed a powerful tool for building trust and creating deeper relationships in a professional setting.
What is vulnerability?
It is often thought that vulnerability equates to uncertainty or incompetence, but Brené Brown defines vulnerability in her book, 'The Power of Vulnerability’, as the courage to show oneself, even when the outcome is uncertain. This notion aligns with our perspective on personal leadership: the ability to be authentic and open, even when the situation is challenging. In the consulting world, this means being willing to admit when you do not know something and being open to others' input. It requires setting aside your ego and prioritising the client's interests.
Service and honesty
Service is a core value for consultants. When a client approaches you, they are placing their vulnerabilities in your hands. They trust you to see and understand them. This means not only executing the task but also positioning yourself vulnerably. Sometimes, this involves sharing the hard truth, even if it carries risks. Patrick Lencioni emphasises in his book 'Getting Naked' that it is precisely this vulnerability, in the form of humility and transparency, that cultivates valuable client relationships.
In practice: dare to ask the difficult questions
Consultants are human, and like anyone else, they are often held back by the fear of appearing foolish. This can result in essential questions going unasked because one fears being the only one who doesn’t understand. Imagine sitting in a meeting where acronyms and jargon are flying around. Everyone seems to get it, but you still wonder what those terms actually mean. Having the courage to simply ask what everyone is thinking but afraid to say can be enlightening and promote better alignment within the team.
Beyond equality: the importance of service
Many consultants are deeply committed to the concept of equality between themselves and the client, and therefore miss opportunities to serve. However, sometimes the situation calls for going that extra mile: for example, writing a difficult email for your client. This does not mean placing yourself in an inferior position, but rather recognising the client's vulnerability and supporting them. Such actions demonstrate that you prioritise their interests, which not only strengthens trust but also deepens the collaboration.
Vulnerability as a strength: daring to stand in the arena
Vulnerability requires stepping into the arena, as Brené Brown describes it. This means not watching from the sidelines but becoming actively engaged, even if it means facing your own insecurities. It involves being willing to fight for the client's interests, even if it means receiving criticism or making a mistake. By giving fully of yourself and showing your human side, you enrich the project and reveal your true value as a consultant.
Vulnerability is not a weakness but an indispensable part of professional success, especially in the consulting world. It is the ability to authentically present yourself, even when it does not feel comfortable. It requires courage, honesty, and service but offers the greatest reward: trust, deeper relationships, and ultimately, a successful outcome for both the client and the consultant.
