What actually makes a consultant valuable?

It is not simply technical expertise, years of experience, or how busy your calendar looks. In this episode of The Consultant’s Way Podcast, Dean McMann and Anthony Paluska sit down with Michel Saleh, a seasoned professional services leader whose career has spanned consulting firms, technology companies, advisory roles, and global leadership.

Drawing on more than 25 years in the profession, Michel reflects on what consultants learn as they move through different stages of their careers and why some of the most important lessons are not always obvious early on.

The conversation explores how consultants begin to understand the business behind the work, develop stronger judgment, communicate more effectively, and recognize the difference between completing activities and creating meaningful value. Michel also shares what experience has taught him about navigating pressure, learning from difficult situations, and becoming more effective with clients and colleagues over time.

They also dig into a skill that can dramatically change how a consultant operates in the moment: the ability to slow down, pay attention, and understand what is really happening in the room.

Whether you are early in your consulting career, leading a professional services organization, or somewhere in between, this conversation offers a thoughtful look at the capabilities and experiences that shape strong consultants.

And some of the most valuable ones may not be the ones you expect.