I see the real value of my work in challenging clients’ thinking and enabling them to do the same for those they serve—be that themselves, their clients, colleagues, or communities. I think of this as of being a thoughtful challenger—a hybrid between a thinking partner, performance coach, trusted advisor, and confidante. For me, challenging myself and others has always been the most powerful way to serve, and in fact, live.

A comprehensive body of research undertaken by CEB, now Gartner, shows that having their thinking challenged is the number one service clients look for. The study identified five different sales methods, concluding that the challenger methodology is by far the most successful approach. Utilising the core skills of teaching, tailoring and taking control, challengers convince reluctant customers to think differently.

Challenge creates growth. The degree of transformation we achieve is directly correlated to the degree of change in perspective. We create most value when we shift thinking and help people see through new eyes.

In my experience, facilitating this is a difficult balancing act of navigating the polarities, knowing when to push and when to pull, when to listen and when to speak, when to lead and when to follow. In my work with clients, I try to tread that line to the best of my ability.

This balancing act is the essence of being a thoughtful challenger. I’ve found that our ability to master it is commensurate with the clarity and confidence we have in our discernment and decision-making. And they, in turn, are enhanced when we deepen our self-knowledge and work on unravelling our limiting thinking patterns, conditioning and fears. This is the core work of my collaboration with clients.