One of the toughest but most essential jobs of a consultant is to bring about change in the organization. Granted, that is what you are hired to do but many a time the business owners themselves would not be comfortable with the changes you are suggesting.
In order to implement change in a company, it is important to change the mindset of those that are working there. This is an area where being understanding, patient, and non-judgemental. If you are able to even nudge them towards a better and easier train of thought, it would bring about a much-needed change in the environment and the relationships amongst the employees at the office.
In a situation like that, Mr. Agarwal explains the importance of suggesting and painting the bigger picture for the employers. You can only give your take on the situation, in the end, it is their company and the final decision lies in their hands. There are many individuals that push too hard, too soon, and for too long, which taints the level of trust and understanding between the participants.