Confidence can make a great first impression and help promote an idea, but true success comes from competence. Because competence includes the skill and knowledge to deliver real results.

A Story About Confidence and Competence

Sophia tapped her fingernails on the edge of her laptop, watching her manager, Mr. Hale, write the day’s project outline on the whiteboard. He wrote the words “Team Strategy Proposal” in big, bold letters. Sophia glanced at her co-workers and noticed that some of whom were already buzzing with excitement. The project sounded interesting, but Sophia knew how these things usually went – the loudest voice in the room often took over.

What happened next felt like her thoughts had been heard. When Mr. Hale divided the team into groups and explained they needed to create a strategy proposal for a new client. Michael immediately took charge. Michael was the most confident person Sophia had ever met. He always spoke with authority, even when he wasn’t entirely sure what he was talking about.

“Okay, here’s the plan,” Michael said, clapping his hands to get everyone’s attention. “First, we focus on a big marketing campaign. Then we pitch them an aggressive implementation timeline. And obviously, I’ll handle presenting to the client. I’ll oversee everything.”

Sophia hesitated. She didn’t want to argue, but something about Michael’s plan felt off. She’d spent years analysing client data and researching successful strategies. She knew launching a big campaign without understanding the client’s needs was risky. And promising an aggressive timeline could backfire.

“Michael,” she began tentatively, “maybe we should start by analysing their current market position and identifying their pain points. Rushing into a campaign without data could be risky. Also, we might want to set realistic timelines to avoid overpromising.”

Michael waved her off. “Relax, Sophia. Trust me, I’ve done tons of these proposals. I know what I’m doing. It’ll be fine.”

Sophia sighed. The rest of the group seemed content to follow Michael’s lead, so she didn’t push further. Instead, she quietly jotted down her own ideas in the margins of her notepad, just in case.

The next day, each group presented their proposals. Michael stood at the front of the meeting room, radiating confidence. He outlined their strategy with dramatic flair, earning a few nods and even some applause. When it was Sophia’s turn to speak, she kept her comments short, sharing only a few practical suggestions she’d written down. Her voice wavered slightly, and she noticed some co-workers checking their phones. Compared to Michael, she didn’t seem as sure of herself.

After all the presentations, Mr. Hale gave feedback. “Great enthusiasm, everyone. But remember, crafting a strategy isn’t about who sounds the most confident. It’s about making the right decisions. Let’s break down some key points.”

He turned to Michael’s group. “Michael, your energy is impressive, but some of your ideas are risky. Launching a campaign without data? That could waste resources. Promising aggressive timelines? That’s a recipe for team stress and missed deadlines. Sophia mentioned analysing the client’s needs and setting realistic goals. Those are critical steps you overlooked.”

Michael’s confident smile faltered slightly. Sophia blinked, surprised. She hadn’t expected Mr. Hale to call out her suggestion.

“In business,” Mr. Hale continued, “confidence can help sell an idea. But competence – knowing what you’re doing – is what keeps clients happy. Don’t mistake one for the other.”

As the meeting wrapped up and the team left the room, Michael caught up to Sophia. “Hey,” he said, looking straight at her. “I guess you were right about the data thing. I should’ve listened. You actually know a lot about this stuff.”

Sophia gave him a small smile. “Thanks. I guess I need to work on speaking up more.”

Michael nodded. “And I should work on listening.”

From that day on, Sophia started to share her expertise with more confidence, while Michael learned to balance his boldness with consideration for expertise. They even collaborated on future projects, combining her competence with his energy. It turned out to be a winning team.

The experience taught the entire team an important lesson:

Confidence might grab attention, but competence earns trust.

In the end, it’s better to know what you’re doing than to simply act like you do.