Podcast Summary

In this episode of The HE Consultant’s Toolkit, Karen Heard-Lauréote explores the often-overlooked - but vital - skill of turning a vague enquiry or brief into a purposeful and deliverable consultancy project. Drawing on her own experience, Karen discusses how to read between the lines of a client’s request, ask the right discovery questions, avoid common pitfalls, and shape a project that is realistic, aligned, and professionally respectful.

The episode also addresses the risks of giving too much away too early, how to manage scope confidently, and why protecting your intellectual labour is just as important as delivering quality work. Whether you’re new to consultancy or looking to refine your practice, this episode offers both practical strategies and reflective insight into early-stage consultancy conversations.

Key Takeaways

• What’s asked isn’t always what’s meant. Clients often frame their need in technical terms, but the real issue may be cultural, strategic, or relational.

• Use discovery questions to dig deeper. Open questions, silence, and techniques like the Five Whys can uncover the real drivers behind a brief.

• Avoid common pitfalls. Don’t jump to solutions, overpromise, or allow scope to expand without a conversation about time, cost, and purpose.

• Be cautious about sharing detailed approaches. Even with “commercial in confidence” language, there’s a risk your thinking may be used without engagement.

• Offer enough to build confidence—but not a blueprint. A high-level outline of phases or methods shows your value without giving your work away.

• Check the project fits you. Ask yourself whether it suits your skills, capacity, and values. If not, suggest a phased start or recommend a colleague.

• Push back professionally. Reframe vague or unrealistic requests with outcome-focused alternatives that show clarity and leadership.

• Use a clear scoping framework: Listen – Clarify – Frame – Confirm. This supports collaboration and shared understanding from the outset.

Links to Relevant Resources

· Thinking about going freelance or setting up a consultancy in HE? My new short course offers practical guidance to help you take the first steps. Find out more at khlconsulting.co.uk/consultancy-course

• KHL Consulting Website: www.khlconsulting.co.uk

· LinkedIn Profile for Karen Heard-Lauréote: www.linkedin.com/in/profkhl

· Network for Educational Enhancement Consultants: https://www.linkedin.com/groups/14409504/

Calls to Action

· Subscribe and Share: If you enjoyed this episode or found series one helpful, please subscribe and share it with your network.

· Connect on LinkedIn: I’d love to hear your thoughts on today’s podcast, so feel free to connect with me on LinkedIn.

· Look Out for Series 2: Episode 4: We’ll be back soon with the next episode. Make sure you’re subscribed so you don’t miss it!