In 2018, I was working with a leading pharmaceutical client. I had prepared a thorough analysis using primary sources. While presenting the final deliverable, the client raised concerns about the source of certain data points as the client’s numbers were different from our analysis. It later transpired that the client had inaccurate data, but the damage was already done in the main presentation, as the client was confused about the validity of our analysis. We, unfortunately,      lost this client. I initially felt like I did everything right and even went back to my sources to check the validity of my data. However, by reflecting upon the situation and thinking about what I could’ve done differently, I gained a new perspective.

My failure was one of communication; I felt I could have avoided confusion by keeping in constant touch with the client and communicating our progress regularly, thereby identifying any apprehensions prior to the meeting. Additionally, as a new boutique consulting firm, we are expected to go above and beyond to establish irrefutable trust with our clients. I began to look at my consulting career as not just a framework to provide accurate information and analysis but also an opportunity to help our clients navigate their challenges. This new perspective made me realize that I have to improve my communication and storytelling skills to be a successful leader in the consulting industry. I have since reached out to senior consultants in my firm and outside for mentorship. My conversations with these mentors made me realize that an MBA program such as the IMD MBA focused on soft skills will help me benefit from advanced theoretic skills around business communication.