How can technically brilliant professionals turn their expertise into influence and success in the workplace? That's the question we dive into on this episode of Speaking with Confidence. I’m Tim Newman, a former college professor who’s become a communication coach, and I know from experience that technical skills will get you hired, but communication is what gets you noticed and promoted. We see too many talented people missing out on opportunities because they haven’t developed the soft skills that build trust and win work. That's why I sat down with Ken Harms, an advisor, speaker, and author of "Building Trust, Winning Work," to unpack exactly why soft skills are the critical difference maker.

Ken brings over 40 years of experience observing technically skilled folks stumble not because of lack of knowledge, but because of an inability to connect, communicate, and build authentic relationships. In our discussion, we tackle the persistent gap in our education system that leaves graduates with excellent technical training but few tools for powerful interaction. Ken shares research from the Carnegie Institute: a staggering 85% of future earnings stem from your ability to communicate and lead rather than strictly from technical know-how.

We go deep on the root causes of this soft skills gap, from education to workplace culture, and why so many people resist improvement, even when feedback could dramatically accelerate their careers. Ken talks through his experience with "doer-seller" models in industries like construction explaining why public speaking, storytelling, and, importantly, listening with confidence must be learned and practiced intentionally, not left to chance. We cover actionable ways to prepare for meetings and interviews, showing that confidence is really about preparation and client focus, not just charisma.

Here’s what we covered in this episode:

Why technical skills alone aren’t enough to succeed and get promoted

The education system’s failure to teach communication, public speaking, or relationship-building

Doer-seller dynamics in architecture, engineering, and construction fields

The difference between speaking with confidence and listening with confidence, including Ken’s WAIT (Why Am I Talking?) framework

How to prepare for meetings and client interactions by researching and planning thoughtful questions

Reframing sales as service and why this matters to younger generations

The enduring power of face-to-face meetings and practical ways to create trust digitally

Likability, Competence, and Trust: the three professional hurdles and why likability is often the biggest obstacle for new grads

The intersection (and collision) between authenticity and professionalism

Real talk about workplace attire, first impressions, and why they still matter

The importance of teamwork, collaboration, and how group skills learned in sports or competitions apply to the workplace

Why mentorship matters and how both young professionals and seasoned leaders must meet each other halfway

Ken’s actionable advice for technically brilliant but invisible young professionals: get training, practice relentlessly, and seek out opportunities to shine

By the end of this conversation, you’ll have a full picture of how soft skills can elevate your technical expertise so you can speak, serve, sell, and lead with real impact.

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