Ten years ago, the MD walked directly up to me as I pushed the door to an open-plan office. In front of everyone, he said, “I’ve asked around about you and looked you up. I’m not sure about you. Let’s go for a coffee,” and went to get his coat.
The room fell silent, and I felt the weight of all eyes on me. Embarrassed and uneasy, I walked out, my thoughts spinning.
As I walked ahead down the corridor, I had to pull myself together. I asked myself, “How are you going to handle this?” If I didn’t think quickly, imposter syndrome would take over and the meeting would be a disaster.
Was he trying to embarrass me? Probably. But the bigger question was, how was I going to respond? Would I come out defensive and fight or listen and try to understand where he was coming from?
By the time we reached the lift, I had made a decision: I would listen.
He began talking at the coffee shop, and I listened intently. His doubts were clear—he was concerned about risk, uncertainty, and fear. His past experience with consultants had been disappointing, costing him time and money he couldn’t afford to waste.
It suddenly hit me: I need to own who I am. This man—the MD of a successful business—is my peer. I am not here to beg for validation. I am here to offer my expertise and make a difference.
When he finished, I empathised with his concerns and responded calmly.
Looking him directly in the eye, I said, “My experience speaks for itself. You’re welcome to speak to any of my previous clients, chosen at random, to hear about their experience working with me. But ultimately, the decision is yours, and it’s okay if you choose someone else.”
The tension immediately eased. He opened up about the challenges in his business, and what started as a tense interaction turned into a great conversation over coffee.
In the end, he became a client and we did some great strategy work together.
This experience taught me something invaluable: You must know and believe in your value, knowledge and expertise.
You are good enough and don’t have to take others’ doubts or fears personally.
Know your value
