Networking: It’s All About Them. Ask, don’t sell.

Networking: It’s all about them, not you.

This sounds reversed if you’re trying to market yourself as a consultant. Your networking goal should be to engage others and lead them to say, “Tell me more about your business.” But beware, there are many ways to turn people off and lose their interest. 

Ask yourself: What turns you off when meeting new people? 

They:

• Talk endlessly about themselves. 
• Use jargon you don’t understand. 
• Don’t get to the point.
• Go off on tangents.
• Sound like a robot reading from a script.
• Act bored if you speak.
• Try to sell you something.

Clues that you turned people off and blew your chance for “Tell me more.”

• Blank stares and silence
• They look around for someone to rescue them from you
• Quickly excuse themselves and leave you 
• “Accidentally” spill their coffee and go for a refill 
• Pull out their phone, saying “Sorry, I have to call my accountant” 

Ask, don’t sell.

This is one way of developing relationships and having productive interactions. After exchanging names, make it a conversation, not a sales pitch. Ask questions about them. Actively listen and respond with authentic interest. Learn about them, their situation and needs. Then, it’s your turn to talk. Take a short time to introduce your business to them. Tell them: 

• Who you are. 
• What you do. 
• Your ideal type of client.
• A major client benefit that you provide.
• A “tagline” that helps them remember you.
• At the end of your conversation, add a “Call-to-Action” for follow-up.

Example Business Intro 

Here’s an intro that I use, continually update, and adapt to the situation: 

    My business is Consultants Accelerator.
    I help career-changers start consulting businesses. 

    I coach and mentor consultants to acquire their clients faster.
    I help them “get unstuck” and achieve their goals.

    People call me “The Consultant’s Consultant.”
    I like to say: “I grow the economy, one consultant at a time.”

    Let’s connect on LinkedIn and find out more about each other. 

Try it. 

Use “Ask don’t sell” before you talk about yourself. Even if they don’t exactly say “Tell me more,” you’ll know if they’re engaged and interested. Remember, it’s all about them, not you.

Agentic AI as a Strategic Partner for the Modern Consultant

What Is Agentic AI?

Artificial Intelligence is no longer just a passive tool responding to commands. It’s evolving into a more dynamic force that’s capable of independent action, adaptive decision-making, and real-time problem-solving. This next wave of artificial intelligence is known as “Agentic AI.” For consultants, this can be a game changer.

What Does "Agentic" Mean ?

“Agentic” comes from the concept of agency, including the ability to make decisions and take appropriate actions independently. In AI, that means systems that don't just wait for instructions but can pursue objectives, respond to changing conditions, and collaborate in ways that a human normally would.

Why Should Consultants Care?

Agentic AI has the potential to become not just a tool but a trusted advisor. It’s more about amplifying your value than replacing your expertise. Think of it as an always-on, always-learning assistant that helps you:

• Monitor client projects and flag issues before they escalate.
• Create meaningful insights from piles of data without hours of manual human analysis.
• Suggest next steps, customize communications, and predict outcomes of alternative decisions.

How Agentic AI Can Help Consultants

• Automated Research and Insight Generation -- gather, synthesize, and summarize market research, competitor analysis, and industry trends. Instead of manually combing through reports, consultants can rely on AI agents to surface key insights and even suggest strategic recommendations.
• Client Engagement and Personalization -- tailor communications and proposals by tracking client preferences, anticipating needs, and generating personalized content, whether it’s a follow-up email, a pitch deck, or a project roadmap.
• Workflow Optimization -- monitor project timelines, flag bottlenecks, and reassign tasks dynamically. For example, the agent might prioritize deliverables based on urgency and available resources, acting like a proactive project manager.
• Scenario Modeling and Decision Support -- simulate business scenarios, test assumptions, and model outcomes by adjusting variables in real time and recommending optimal strategies based on evolving data.
• Compliance and Risk Monitoring -- scan for regulatory changes, monitor compliance metrics, and alert you to potential risks, saving hours of manual oversight.

Rethinking Intelligence in Consulting

Traditional AI helps with tasks. Agentic AI helps with strategic thinking. It brings a more context-aware, adaptive approach which is similar to how consultants operate when navigating through ambiguity and changes. It can work with the complexity of client organizations, understanding their nuances, and reacting accordingly.

Trust and Ethics Matter

As with any strategic partner, trust is critical. Consultants need transparency in how agentic systems work, confidence that they uphold ethical standards, and the ability to explain AI-driven decisions clearly to clients. This trust must be built through thoughtful design, reliable behavior, and human oversight.

A Symbiotic Model

Consultants thrive at the intersection of insight, action, and empathy. Agentic AI can extend your reach, speed up your process, and create opportunities for deeper, more human-centered strategy. The future isn’t AI vs. consultant, but rather it’s consultant + AI.

Embrace the Change

Rather than resisting this shift, consultants are well-positioned to lead it and shape how agentic AI might be integrated into not just business but society as well. Your expertise in problem-solving, systems thinking, and ethical judgment is exactly what’s needed as we co-create smarter, more responsive systems. Your call to action is to think about how Agentic AI could fit into your consulting work.

—Bob Manard