Lessons from a Consulting Master

⏰ Today in 5 minutes or less:

• The job that kickstarts your career often ties back to what you loved as a kid.

• Mentors are an accelerator for anyone mid-career. For consultants, part of the path is finding a mentor and being one.

• Telling yourself that you are confident will make you confident.

Lessons in Mastery from Johan Sauer’s Decades of Consulting Work

What does it take to truly master your craft? 

Robert Greene, in his fantastic book Mastery, suggests the path to mastery has six steps.  

I wanted to test that idea in a conversation with Johan Sauer – veteran consultant and a valued member of the Keenan Reid team – without telling him what I was doing. 

The result? He followed Greene’s framework almost exactly.  

Johan Sauer has spent decades solving problems for over 200 companies, including brand building at Procter & Gamble, strategy consulting at global firms, and lots of major transformation projects. 

Since 2017, he’s been running a thriving independent practice focused on supporting mid-market businesses. 

In this podcast episode, Johan shares what mastery really looks like in the course of a decades-long career. 

Indies and “fractionals” – you wouldn’t want to miss this:

You’re in “chapter four” of your career. Can you walk us through the chapters that came before? 

Johan: Chapter one was brand management, working on companies like Procter & Gamble and projects related to Diet Pepsi and NutraSweet. That’s where I learned how to think about brands, campaigns, and markets. 

Chapter two was strategy consulting at a couple of the big “M&B” firms. That was classic top-of-the-housework. I helped functions or divisions make major shifts in direction. 

Chapter three was technology-driven transformation. We paired process reengineering with tech implementations to cement in new ways of working. It was creative work, because you’re asking people to use systems they don’t want to use, and you have to find ways to win them over. 

Chapter four is where I am today: independent consulting. I’ve been doing this longer than any other chapter. It lets me work directly with leaders, solve big problems, and create value while keeping some flexibility in my schedule. 

And chapter five? That will be retirement, though I don’t know if I’ll ever fully retire. I’ll probably retire “to” something instead of “from” something. I need to stay active. 

In your second and third chapters, you also said consulting is an apprentice business. How did mentors shape you, and what did you learn about engaging clients – especially skeptics? 

Johan: One of my first managing directors told me three things I never forgot: always tell the truth, always have a mentor, and always have fun. The mentorship piece really stuck, because this is a business where you learn from people who show you the way. 

The other big lesson was about flipping the naysayer. When that person finally shifts and starts contributing, that’s the moment you know transformation is starting. I live for that moment. 

Consulting isn’t just about solving technical problems. EQ matters just as much as IQ, and it’s about bringing people along, building trust, and getting them to see a new way of working. 

You can have the smartest analysis in the world, but if you can’t convince someone to change, it won’t stick. 

Many consultants reach a point where they think about going out on their own. What was that leap like for you? 

Johan: Independence was partly thrust upon me. I spent about six months exploring options, but what I kept hearing was, “I get contacted by a hundred guys like you every week. How do you stand out?” That question sent me back to basics. 

At P&G we were trained in positioning: What is the product? What’s the value? Why should people believe it? 

I applied that to myself. Instead of saying “I’m a management consultant,” I tell people “I help middle-market businesses thrive." The moment I started saying that, the conversation shifted. 

Instead of talking about me, we were talking about their problems, and eventually, about value. That’s the best way to sell consulting: show the “R” in ROI before you ever write a proposal that says out the “I.”

If you can help a client see that solving their issue is worth millions, your fee looks, by comparison, to be a solid investment in their future.

What We Can Learn from Johan Sauer: 

1. Your superpower shows up early. The job that kickstarts your career often ties back to what you loved as a kid. For Johan, it was taking things apart and putting them back together – the same instincts that made him excel in brand management. 

2. Mentors are an accelerator. Growth isn’t just about the skill but also having someone to show you the way. Johan’s mentors helped him turn experience into mastery – and every consultant should both find and be one. 

3. Mastery happens when you break free. Every indie consultant hits a moment when you know you can do the work on your own. It takes courage, but it’s also when you get to focus on your true strength, just like Johan did. 

Talk Like a Winner: What Confident People Tell Themselves

Would you consider yourself confident?

For me, it depends on the situation.

Recently, I came across an article about the things confident people tell themselves. Thought I’d share a few of my favorites that might resonate with you: 

1. “I decide my own value.” Self-worth isn’t on the table for negotiation because it’s inherent. The more you believe this, the less you’ll settle for less-than-ideal clients or opportunities. 

2. “I am in control of my decisions.” Confidence grows when you own your choices and the results they bring. 

3. “When I’m overwhelmed, I will zoom out.” Sometimes we’re too close to the problem. Stepping back can make challenges seem smaller and solutions clearer. 

4. “My past doesn’t define my future.” Whether it’s a bad client experience or a project flop, every day is a fresh slate. 

5. “Fulfillment is more important than happiness.” Happiness can be fleeting, but finding purpose keeps you steady – even when the day-to-day isn’t perfect. 

If these hit a bit close to home, feel free to check out the full list here.

Remember, the path to success is paved with continuous learning and embracing fresh perspectives.

Let's stay connected, share ideas, and elevate your consulting business.

Stay curious, friends.

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