After more than 30 years in management consulting—with firms like AT Kearney (back when it was owned by EDS), Ernst & Young, Jefferson Wells (now Experis), and Core Catalysts (which I founded in 2011)—I’ve seen the good, the bad, and the indifferent.

Recently, I’ve been reflecting on a question that keeps surfacing:
Why don’t more management consultants challenge their clients’ ideas and approaches?

The catalyst (pun intended) was a detailed client survey we conducted with the help of Proof Positioning. We asked current and prospective clients what they truly value in a consulting partner. The results were eye-opening.

What Clients Actually Want from Consultants

1. Constructive pushback—they want consultants who challenge their thinking, not echo it.
2. Business-first focus—consultants should prioritize improving the client’s business, not their own metrics.
3. Industry expertise—clients value consultants who understand their specific market.
4. Collaborative problem-solving—they prefer partners who work with their teams, not impose cookie-cutter solutions.

So, if clients want pushback, why don’t more consultants deliver it?

Why Pushback Is Rare in Consulting

Here are a few theories based on my experience:

1. Inexperience on the Front Lines

Many firms staff engagements with bright but inexperienced consultants, overseen periodically by senior leaders. These junior consultants often lack the confidence or context to challenge client assumptions—and may not even know how to do it constructively.

2. The Billable Hours Trap

Consulting firms often emphasize utilization and billable hours as key performance metrics. While necessary for business sustainability, this focus can discourage pushback. Challenging a client’s direction might shorten an engagement—something many consultants are incentivized to avoid.

3. Over-Reliance on Standardized Solutions

Some firms rely heavily on pre-packaged solutions developed across industries. While these can be helpful, they often ignore the nuances of a client’s culture, structure, and maturity. A “one-size-fits-all” approach rarely fits anyone well.

4. Geographic and Cultural Disconnects

Large firms often assemble teams from multiple offices, sometimes far from the client’s market. This can lead to a lack of local insight and personal investment. When consultants know they’ll soon move on to another city or client, they may be less inclined to challenge the status quo.

The Core Catalysts Way: Pushback with Purpose

At Core Catalysts, we’ve built our reputation on doing things differently. We challenge assumptions—not to be contrarian, but because we care deeply about what’s best for your business.

Here’s how we do it:

Our Core Strategies:

• Deeply understand your business
• Provide constructive pushback that sharpens your team’s thinking
• Focus on uncovering root problems—not just treating symptoms

Our Approach:

• Collaborate objectively and respectfully
• Solve problems quickly and cost-effectively
• Blend process, strategy, and technology into integrated solutions

Why Pushback Matters

Our clients consistently tell us that pushback is one of our defining strengths. It builds trust, reveals deeper issues, and leads to better long-term outcomes.

Here’s a real-world example:

A mid-sized client asked us to help create an “investment book” to attract external capital. As we dug into their financials, we discovered the company was close to insolvency. Although the project was only halfway complete, we chose to pause and share our findings with the CEO. He appreciated our honesty and agreed to regroup before moving forward. We prioritized integrity over billable hours—and earned lasting trust in the process.

We have many stories like this. And our recent survey confirmed what we’ve long believed:
Clients value consultants who challenge them for the right reasons.

Final Thought

If you’re looking for a consulting partner who will push back—not to be difficult, but to help you succeed—let’s talk. At Core Catalysts, we challenge with care, and we’re committed to doing what’s best for your business.

–Jim Wadella, Founder