Knowing When to Listen to Your Consultants (and When Not To)

Reframing Consultant Roles for Maximum Impact

Real estate development is a labyrinth of moving parts, stakeholders, and decisions. One of the most pivotal relationships in this process is between developers and their consultants. Done right, this partnership can turn a vision into reality. Done wrong, it can mire a project in endless revisions, ballooning costs, or worse—a compromise of the original vision.

I often emphasize that consultants are not there to dictate what you can achieve; they are there to validate and advocate for what you already know is possible. Investors and city planners typically prefer to hear from third-party experts, necessitating significant expenditures on consultants to reinforce conclusions developers often reach independently. The key to success lies in discerning when to heed their advice and when to confidently pursue your own course.

The Tale of Two Towers

Let’s begin with a story.

A developer in Toronto had a bold vision to create twin towers that would reshape the city skyline. Early in the process, consultants raised concerns: the height might breach zoning laws, shadow studies could trigger public backlash, and the proposed materials might not comply with building codes.

One tower ended up being scaled down drastically, with muted designs to appease every possible stakeholder. The other? The developer stuck to their guns, working with consultants to justify the height and materials through innovative solutions and rigorous studies. The developer knew the market was ripe for a statement property. They understood the demand for luxury units with unparalleled views and amenities that would command premium rents. The challenge was not the concept but convincing stakeholders that the design could meet technical and regulatory requirements without compromise. Through creative shadow study interpretations and strategic community consultations, the developer turned opposition into support.

Years later, one tower is iconic, commanding record-setting rents. The other? It’s “just another building.”

The moral? Listening to consultants without question can dilute a bold vision. Ignoring them entirely can lead to failure. The trick is knowing when to take their advice and when to use them as tools to advocate for your vision.

When to Listen to Your Consultants

Consultants bring expertise, data, and credibility that developers can’t always provide on their own. Here are the moments when their advice should guide your decisions:

1. Navigating Regulations: Consultants—whether they’re planners, engineers, or legal advisors—are invaluable for interpreting zoning laws, building codes, and environmental regulations. They help you find creative ways to comply while pushing the envelope.

2. Technical Insights: Structural engineers, MEP (Mechanical, Electrical, and Plumbing) consultants, and other specialists are the backbone of safe and functional design. If your consultant says your vision isn’t structurally sound, listen closely.

3. Stakeholder Engagement: Public relations consultants and urban planners excel at anticipating public and municipal concerns. Use their expertise to fine-tune your messaging and designs to gain buy-in.

4. Feasibility Studies: If your market analysis consultant flags a lack of demand for your concept, don’t dismiss it outright. Dig into the data to find opportunities to pivot.

When Not to Listen to Your Consultants

On the flip side, there are times when following your gut as a developer is non-negotiable:

1. Market Demand vs. Conventional Wisdom: Consultants often work from historical data and industry norms. If you have insights into unmet market demand or emerging trends, trust your instincts.

2. Creative Vision: Bold, unique projects often face resistance because they challenge the status quo. Consultants might try to water down your design to mitigate risk. Fight for the elements that make your project stand out.

3. Over-Cautious Risk Management: By their nature, consultants tend to err on the side of caution. While their concerns are valid, too much caution can lead to missed opportunities.

Reframing Consultant Roles for Maximum Impact

One of the most important lessons in balancing consultant input with developer intuition is understanding their role as problem solvers, not decision-makers. Consultants excel at identifying obstacles and presenting solutions—but their suggestions are only as good as the parameters they’re given. It’s up to you, the developer, to set the vision and boundaries within which they operate.

For instance, instead of asking, “Can we achieve this height?” frame the question as, “How can we justify this height within the existing regulatory framework?” This shift in mindset encourages creative problem-solving rather than a simple yes-or-no response. By positioning consultants as enablers of your vision, you’ll achieve results that align more closely with your goals.

Conclusion

Consultants are your allies, not your leaders. They’re there to provide the expertise you lack and to give your project the credibility it needs to win over stakeholders. But at the end of the day, you are the one with the vision. It’s your job to use their insights to build something extraordinary—and to know when to say, “Thank you, but no thank you.”

What’s been your experience working with consultants? Share your stories in the comments, and don’t forget to subscribe for more insights on real estate development.