Throughout my career in data and consulting, I've been a bit of a collector of phrases or questions that, at different phases in the process, can instantly get to the point, uncover some key piece of information, or clearly communicate the next steps.

For executives hiring consultants, these phrases aren't just linguistic tools—they are green flags. They signal that you're working with a partner who is listening, thinking critically, and focused on your business outcomes.

I love a good framework or process, but when you're in the moment, making critical decisions, you don't have time to map the discussion back to theory. So, look for these five phrases. They are indicators that your partner is focused on improving communication, solving the right problems, and driving clarity.

1. "What I Heard You Say Was..."

This phrase has an assumption built in that your consultant actually let you speak. In fact, this is the earliest positive signal you should look for, often in the initial consultation.

A true strategic partner begins by letting you speak first. They ask open-ended questions and probe deeper on your answers. This is so important because effective partners know that they cannot offer a solution until they've truly understood your problem.

So, if they let you speak first, then they really listen, and then say, "What I heard you say was..." and paraphrase what they heard, take note.

What I love about this is that it shows they are beginning to connect the dots. When they paraphrase back to you, they are using a common language that's a blend of your business reality and their strategic expertise. It gives you the opportunity to clear up any misunderstandings, and ensures you are completely aligned before any work begins.

2. "Here's How It Works."

This phrase signals that your partner has a clear process. It should be used to kick-start an explanation of what they are going to do or implement, painting a clear picture of the road ahead. It's show, don't tell.

It is no coincidence that this phrase usually follows "What I heard you say..." Once they understand your problem, they should be able to articulate the solution clearly.

Here's how it works:

1. They ask probing questions to understand the problem nuances (as mentioned previously).
2. They paraphrase back what they've heard to confirm understanding.
3. They state the Big Idea: One punchy sentence explaining what they're going to do to help.
4. They say "Here's how it works", and then list out the process they will take you through.
5. Finally, they state the clear next step.

All of this is important for illustrating to you that they have a process, and ensuring that you know what to expect going forward.

3. Asking "Why?"

Of course I had to mention this gem, which powers the entire "Five Whys" analysis method. But whether they are explicitly conducting a formal analysis or just having a conversation, hearing "Why?" is a green flag. It tends to be more impactful earlier in the project; you want a partner who gets beneath the surface before doing the work.

People have a terrible habit of trying to skip to a solution before really understanding the problem being solved. It can be a challenge to even know if you've gotten to the root cause of a problem after having asked "why?" several times.

But as a consultant, it's my job to have the discipline on behalf of the project to keep asking. If you hired a consultant to help you, this is the burden you should expect them to bear. If they accept your initial diagnosis without challenge, they might be solving the wrong problem.

4. Asking "So What?"

This is a question effective partners reserve for challenging an analysis at some mid-point or at the end. It signals a relentless focus on value. What's different from the previous phrases and questions is that this one goes both ways. You should also ask "so what?" with regard to any deliverable, conclusion, or recommendation by the consultant.

I actually debated between listing this or "Who cares?" as the key phrase. They are interchangeable, but "so what?" highlights that every insight must drive a business outcome. If your consultant presents a dashboard or a model, they should be able to answer the "so what?". For example, "the 'so what' in this dashboard is that it tells you exactly where to cut costs."

"Who cares?" includes an implied "so what" but also asks "who?" explicitly. For any analysis, the implications should involve a person on the other end who is impacted or will take some action.

Admittedly, these questions can come across as harsh. But as a leader, you should welcome a partner who has the thick skin to ask as well as answer them. It serves only to make the final product better and more aligned with your business valuation.

5. "What You Would Need to Believe"

Toward the end of the consultation process or during implementation, this phrase signals intellectual honesty. It should be followed by a list of assumptions that are inherent in the proposed strategy or model.

Any strategy involves decisions, and not all of those require bringing stakeholders together. However, a good partner uses this phrase to force out the list of built-in assumptions and offers them up to be challenged. It's not good enough to list them; they need to be accepted by you as reasonable.

Often, solutions to problems may involve going against the "gut instinct" that has driven the business to date. That instinct may have led to success, but it should be open to challenges.

This phrase is powerful because it allows you to compare multiple approaches by listing out the assumptions of each. It may turn out that the proposed solution requires fewer and more reasonable assumptions than the legacy instinct-driven solution, helping you feel confident in the new direction.

Conclusion

Of course, none of these phrases are silver bullets that solve the people problems inherent in business change. But they are strong indicators that your partner is thinking clearly, communicating effectively, and focused on your success. When you hear them, you can be confident you're on the right track.