Consulting Tip #11: Ask the Right Questions
Why the smartest consultants aren’t the ones with all the answers—but the ones who ask the questions that matter
When people picture consultants, they often imagine experts swooping in with all the answers. Slide decks full of solutions. Frameworks polished to perfection. Instant clarity.
But here’s the truth: great consultants aren’t answer machines. They’re question machines.
Why Questions Matter More Than Answers
Clients don’t always need you to know everything—they need you to help them think more clearly. And often, the real value comes not from what you say but from what you ask.
The right questions:
Cut through noise and reveal the real issue.
Help clients articulate what they truly want (sometimes for the first time).
Build trust by showing curiosity, not arrogance.
Create space for the client to own the solution, instead of you imposing one.
What Good Questions Look Like
Not all questions are equal. Great consulting questions are:
Open, but focused. “What outcomes matter most here?” instead of “Do you want option A or B?”
Probing without judgment. “What’s driving that priority?” rather than “Why would you do it that way?”
Future-oriented. “What would success look like six months from now?”
Clarifying. “When you say ‘scalable,’ what does that mean in practice?”
Sometimes a single, well-placed question can do more than a 20-slide deck.
Common Pitfalls to Avoid
Asking questions is powerful—but it’s also easy to get it wrong. Watch out for:
Interrogation mode. Clients aren’t suspects. Keep it conversational.
Abstract questions. “What is value?” isn’t helpful. Anchor to context.
Pointless questions. Don’t ask just to look smart or to fill silence. Every question should move the conversation forward or reveal something useful.
Asking without listening. A question is only as good as the attention you give the answer.
Hiding behind questions. At some point, you do need to bring your expertise and recommendations to the table.
How to Build the Habit
If asking questions doesn’t come naturally, try these practices:
Do your homework. The best questions come from knowing the client’s context, business, and industry. A little prep ensures your questions are sharp and relevant—not generic.
Prepare 3–5 questions before every client meeting. Treat them as conversation starters, not a script.
Use silence. Ask, then pause. Clients often fill the gap with the real insight.
Keep a “questions journal.” Note down good ones you hear from colleagues or clients and reuse them.
Practice reframing. When you feel tempted to jump in with an answer, pause and see if a clarifying question would be more useful first.
Final Thoughts
In consulting, answers can be overrated. Questions, when asked well, unlock clarity, trust, and collaboration.
So next time you feel the pressure to be the smartest person in the room, remember: your real superpower might be the question you ask, not the answer you give.
👉 What’s the best consulting question you’ve ever asked—or been asked? I’d love to hear your favorites.
See you next time,
Eetu Niemi
IT Consulting Career Hub 🚀
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