A consultant fills the pipeline with follow-ups that produce no progress. Opportunity cost matters; probability of a deal changes with observed commitment.
A buyer challenges price, need, or timing and the consultant begins arguing. Objections can signal missing evidence, competing priorities, or a genuine mismatch.
A consultant must confront missed commitments while preserving a working relationship. Threat to status and identity can redirect attention from the issue to self-defense.
A project has apparent agreement but different assumptions about success. Alignment requires shared criteria, named owners, and an explicit decision process.
A competent advisor presents information but does not move an audience toward action. Listeners evaluate relevance, credibility, clarity, and the consequences of the proposed choice.