Podcast Summary

In this episode of The HE Consultant’s Toolkit, Karen Heard-Lauréote explores the subtle but significant political dimensions of consultancy in higher education. When brought into a university or college, consultants step into environments shaped by power, history, and internal dynamics — and their presence can be misread, misunderstood, or even quietly resisted.

Karen reflects on how she approaches these situations with care, insight, and professionalism. She discusses how to read the informal signals, assess institutional dynamics, and scope work in a way that builds trust rather than suspicion. With particular sensitivity to the current financial pressures facing the sector, she addresses how consultants can avoid being seen as a threat or a cost-cutting mechanism, and instead position themselves as constructive collaborators.

This episode offers a thoughtful look at how to work ethically, respectfully, and with emotional intelligence when the politics are quietly at play — or right on the surface.

✅ Key Takeaways

• Not all politics are visible. Often, the context that shapes your work is shaped by longstanding tensions, informal influence, or unresolved decisions — not just formal governance.
  

• First impressions matter. Pay attention to tone, urgency, who is involved, and how decisions are made. These early cues can tell you a great deal.
  

• Influence doesn’t follow hierarchy. Informal authority can shape outcomes as much as formal roles. Understanding this dynamic is key to working effectively.
  

• Stay within your remit. Be clear about your role and boundaries. Don’t be drawn into internal dynamics that compromise your independence or neutrality.
  

• Anticipate concerns. In a financially pressured climate, consultants may be perceived as threatening. Be transparent about your purpose and take time to build trust.
  

• Hold steady. When things get politically difficult, don’t rush to fix or absorb it. Step back, clarify, or slow down if needed — without losing your professional footing.

• Use tone and timing to deliver difficult messages. Introduce findings in conversation first, offer space for reflection, and provide flexible framing options.
  

• Lead with humility. Approach institutional cultures with respect, curiosity and care. People may be tired, stretched, or uncertain — meet them with patience, not pressure.

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 two 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 5: We’ll be back soon with the last episode in this series. Make sure you’re subscribed so you don’t miss it!

  
  

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!

🎙️ Podcast Summary

In this episode of The HE Consultant’s Toolkit, we explore one of the most uncomfortable - but essential - topics for independent consultants: pricing.

How do you set a fair and sustainable day rate? What do you say when clients push back? And how do you manage your mindset when the money conversation gets awkward?

Karen shares candid reflections from her own consultancy experiences, offering practical strategies for setting your fees, negotiating with confidence, and staying financially resilient during quiet periods.

Whether you’re new to consultancy or still finding your pricing rhythm, this episode will help you approach your value with clarity, professionalism, and purpose.

✅ Key Takeaways

• Your day rate isn’t your old salary divided by 220. Price for value, not just time, and include your non-billable work, business costs, and downtime.
  

• Use others to inform your rate - but don’t simply copy. Your offer and experience are unique.
  

• Tiered or packaged services can give clients choice without undercutting your value.
  

• Pushback is negotiation, not rejection. Be open to scope changes - but protect your baseline.
  

• Use a three-point decision filter: pay, learning/enjoyment, and visibility. Two out of three? Consider saying yes.
  

• Have a BATNA. Know what you’ll do when a project doesn’t land - writing, CPD, business development, or creating content like this podcast.
  

  📣 Calls to Action

  👉 Subscribe and Share If you enjoyed this episode or found Series 1 helpful, please subscribe and share it with your network. It really helps the podcast reach others working in HE consultancy.

  🤝 Connect on LinkedIn I’d love to hear your thoughts on today’s episode. Do you find pricing tricky? What strategies work for you? Feel free to connect and join the conversation on LinkedIn.

  📅 Look Out for Series 2: Episode 3 We’ll be back soon with the next episode. Make sure you’re subscribed so you don’t miss it.

  
  

  🔗 Relevant Resources

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

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

  • 🤝 Network for Educational Enhancement Consultants (NEEC): Join here