David A. Fields Consulting Group Your consulting firm takes bold actions to win clients and generate value. Today, though, my question is whether focusing on small, mundane acts could accomplish more for your consulting firm.
Most people harbor an outsized obsession with the big play…
… the highlight reel shot that wins the game, the all-in bet that hits the jackpot, the tear-jerking performance that warrants an Academy Award.
You remember your own moments of triumph and they figure prominently in the tales of your life, your adventures, and your consulting firm’s successes.
The truth, of course, is games are never won or lost on a single play.
Highlight reels—including your personal montage of accomplishments—overemphasize grand gestures.
Think smaller, and more pedestrian.
Your consulting firm will achieve huge wins via small, prosaic actions that typically go uncelebrated.
Not just small.
Tiny.
Lilliputian.
Let’s call these little actions Micro Deposits.
Micro Deposits are seemingly insignificant contributions to a relationship that nurture the bond, build trust, and set the stage for collaboration.
Ultimately, these mini deeds set you up for big wins such as signed projects, successful negotiations, and premium fees.
Examples of Micro Deposits:
- Ask, “How are you?” and show genuine interest in the response.
- Offer something small. “Would it be helpful if I quickly Googled that phone number for you?”
- Tell a tasteful joke.
- Comment positively on something relevant. “Your new logo rocks.”
- Offer a compliment—even a general one. “That article you published was excellent!”
- Reference something personal from a previous conversation. “Did your daughter ever take a bath?”
Micro Deposits continue to add value after you’ve signed a consulting project.
For instance, daily, ongoing Micro Deposits into your client relationships will enable you to surmount difficult obstacles or missteps during an engagement.
That’s the good news.
Here’s the bad news:
Micro Deposits don’t occur by happenstance. You need to practice.
Fortunately, you can exercise your Micro Deposit muscle throughout the day.
Set a goal for yourself to contribute one different Micro Deposit to every single person you interact with today. Try again tomorrow. Then the next day.
(By the way, practicing your Micro Deposits habit at home will help your personal relationships flourish.)
What Micro Deposits do you (or could you) offer to your consulting firm’s clients?
Text and images are © 2026 David A. Fields, all rights reserved.
You’re welcome, David. I forgot to mention (which was you mentioned), the issue of “value” in relationships. Roger believed that “like (likeability), trust, and VALUE” are the three cornerstones of relationships. No need to reply again. Thank you . LT
Great points. This is something that I do naturally. Literally just checking in on someone can make all the difference! It was a great read, as always!
Makes total sense that you are a natural relationship builder, Shantana. In fact, you’re probably an exemplar of the art and your everyday habits would be a model for most consultants.
Thanks for affirming the value of micro deposits, Shantana!
I’ve noticed how powerful these Micro Deposits can be between my back-to-back Zoom calls. Rather than diving straight into business, I intentionally allocate a few minutes for genuine connection at the start of meetings. These brief exchanges help humanize our relationship and build lasting connections, even from a distance. This foundation has proven invaluable when difficult conversations arise—the conversation is 100x easier because we’ve established that personal baseline through consistent small deposits.
Perfect example, Alexis. So many people don’t enjoy “small talk,” yet that’s because they think all conversation should be dripping with immediate, concrete value. If you attend to the other person for a few minutes, you’ll realize that what seems small for you is actually large and important in their world. Paying attention to what’s big in their world inherently creates value.
Thank you so much for sharing your case study, Alexis.
It’s really all about stopping to take a breath and show personal interest. As already mentioned, this makes a huge difference. Even meeting someone for the first time, asking them a non-invasive personal question can shift the whole feel of the conversation from “strictly business” to “human.” As the old saying goes, “people don’t care how much you know until they know how much you care.” As long as it’s genuine (aka micro deposits), it irresistibly builds trust. Loved the illustrations for this article too, btw, David! (LOL! for the tear-jerker)
You’re precisely right, Gabrielle. Stay in the moment and show you care. That can be a tall order for us consultants who are hard-wired to jump into problem solving. Even five minutes away from hard-core problem solving mode can make a huge difference for the client.
Thanks also for the feedback on the illustration. That made me laugh too!
First nice article, which I have come to expect. Second, you have not commented on why people don’t do this regularly. Why is it that we have to practice? I propose that you should ask yourself … what is standing in the way of saying something nice? Remove that barrier and the rest comes naturally.
Interesting point, David. Thinking Right-Side Up isn’t how humans are wired–survival requires you to look out for yourself and consider your own interests ahead of others. Although we are social animals and have powerful mirror neurons, attending to others consistently is a learned behavior that, for many people, requires attention and practice. That’s my sense, anyway.
I appreciate your bringing up a thoughtful twist on the topic, David.