Not Knowing It All: The Surprising Strength of the Best Consultants
“A very smart Owl leading a meeting with other birds, in oil pastels.” - Prompt generated by me, image generated by DALL·E 2. Must give credit to The Robot.
So You Don’t Know Everything? Perfect.
You’re in a meeting, surrounded by colleagues or clients, and suddenly, a curveball question is hurled your way—one you don't have an answer to. What's your play? Do you cobble together a word salad, hoping it sounds coherent? Do you freeze like a deer in headlights, or do you candidly admit, “I’m not sure, but let me find out”? The path you choose can remarkably influence your journey and your outcomes —for better or for worse.
“I don’t need to know everything. I just need to know where to find it when I need it.”
-Albert Einstein
Debunking the 'Know-it-All' Myth:
One of the most pervasive misconceptions among consultants, especially new consultants, is the myth of needing to 'know it all', or at least needing to pretend like you do. In this technology-driven fake-it-till-you-make-it era where change is not only constant but exponential, everyone—even seasoned consultants—will inevitably confront this dilemma. It's a universal experience we grapple with daily (hourly? minutely?) magnified by the blazing fast pace of the next new thing.
However, let me assure you, if you don’t feel like you know enough, it's not only perfectly normal, it's an excellent place to be, teeming with all kinds of potential benefits. Learning to navigate this type of uncertainty - by harnessing the power of 'not knowing' - is a powerful and essential skill that can not only build your credibility, but also your opportunities for growth.
Harnessing the Power of 'Not Knowing'
The best and most experienced professionals I’ve worked with will be the first to admit that the more they learn, the more they realize the extent of what they don't know. Contrary to what it looks like in many meetings, the most knowledgeable individuals aren't necessarily the loudest or most assertive. Instead, regardless of decibel level or proficiency in interruption, the most knowledgeable are often the ones with the humility to say “I don’t know, but I’ll find out.”
In the consulting world, and particularly in Salesforce consulting, it's your ability to learn, adapt, and navigate uncertainty that defines your value, not the static knowledge you possess at a particular moment. By embracing your knowledge gaps, you signal to your own mind and to your clients and team that you are an open, agile learner who is not shut down by not ‘knowing it all’ and is instead ready to dive into any complex and unique challenge. You don’t know right now - but you’ll figure it out.
Empowering Others And Building Trust …With Your Knowledge Gaps
As consultants and leaders, embracing 'not knowing' can also leave a significant impression on our peers. It's an act of vulnerability and authenticity that encourages a culture of honesty, trust, open communication, and mutual enthusiastic growth. Admitting we don't have all the answers sparks a ripple effect - a cascade of truth that starts with us and extends outward. This truth-telling, in turn, fosters collaboration and cultivates an environment richly conducive to creative problem-solving.
This approach doesn't just build trust; it earns respect. Colleagues and clients know they can rely on you to either deliver correct solutions or to seek the necessary help or information when needed. Being open and ok with your knowledge gaps stimulates continuous learning, driving you to explore, ask questions, and engage deeply with challenges. This exercise not only helps you adapt and keep pace with change but also enables you to draw from a wider knowledge base and more diverse perspectives, ultimately leading to consistently valuable and insightful solutions.
Individually, embracing 'not knowing' becomes a continuously beneficial cycle - the more you accept what you don't know, the more you learn; the more you learn, the more you grow; and the more you grow, the more you enhance your professional standing - gaining knowledge, experience, credibility, and career advancement.
Befriending the Discomfort of Uncertainty
Embracing the power of 'not knowing' and even exemplifying this to others might seem counterintuitive at first. However, once you allow yourself the freedom to say "I don't know," you also grant yourself the opportunity to follow it up with "but I'll figure it out." In the realm of consulting (and life), a well-asked question often holds more value than an easily-accessible answer.
So you feel like you don’t know enough sometimes, maybe even often? Me too!
Meh, static knowledge is boring and overrated. Let's shed our apprehensions about not having all the answers. In fact, let's take the pressure off of not only ourselves, but also those we work and live with. Instead let's befriend the discomfort of uncertainty, get comfortable in this uncomfortable space, and in the process build more trust, discover more potential for growth, and inspire others around us to do the same.
Hey! Thanks for reading. If you’d like to learn more about how to become a standout consultant, check out the ‘Become an Outstanding Consultant’ course.
“Amy’s no-nonsense approach cut through the fluff and provided practical strategies for success.”