Professional service firms often carry the outside advantage, as an authority from the outside. But sometimes people on the inside can feel threatened by that advantage. In this post, Dean talks about what he does to defuse the possibility of threat so he can bring his full value safely.
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When you come in from the outside—like consultants often do—you bring tremendous value. You bring skill, expertise, perspective, and energy. That’s the Outsider Advantage. But it can also come with an unintended consequence: the Outsider Threat.
When you enter a professional environment as an external expert, you may intersect with other people’s work. And that can create anxiety. People may quietly wonder, “What if this person makes me look bad? What if they outshine me? What if they contradict something I’ve said?” Those worries can make collaboration harder—especially when your goal is to help.
Over the years, I’ve learned a few practices that help me bring my Outsider Advantage without triggering the Outsider Threat. They’re simple, but powerful:
Bring genuine care and appreciation into every interaction. People can sense when you truly care about them and their success. Caring is only real if you actually care—so make sure it’s sincere. Show warmth and positivity from the moment you arrive.
Whenever possible, find moments for one-on-one conversations. Ask people what they’re working on, what they care about, and how your work might intersect with theirs. That way, you can align your contributions with their goals—reinforcing rather than replacing their efforts.
Every time you can, highlight and celebrate others’ contributions. Say things like, “That’s a great approach,” or “We’re lucky to have your expertise here.” Public recognition not only validates them—it signals to the team that you’re here to collaborate, not compete.
When you combine warmth, curiosity, and public recognition, you remove threat and build trust. You shift from being the outsider who disrupts to the outsider who strengthens. That’s how you turn your Outsider Advantage into a true collaborative asset.
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