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So You Want to Become a Consultant

What makes a good consultant? Wow, that’s a tough one to answer. But I can tell you that’s more than the proverbial “guy with a slide show from out of town.”  People often ask me that question since I’ve been a consultant for decades, have clients whom I’ve been working with since day one, and have been able to feed my family doing it.  While there’s no ultimate consultant’s manual, here are guidelines I have followed in consulting that have served me well :

  • You must genuinely like people, or you’ll hate consulting.
  • Know your stuff. People’s future depend on that.
  • Listen more than you talk.
  • You first priority is to solve a problem, not sell a product.
  • You must understand the pain of the leader  before you can help him fix the organization
  • Be truthful, be firm, but be kind.
  • Some people respond to the potential loss they want to avoid, others to the opportunity they can seize. You better know which one you’re talking to.
  • You can only lead as far as your client willing to follow. Know when to stop.

What else would you add to the list?

Posted on Wednesday, August 25th, 2010 at 4:30 am under communication.

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Copyright © 2012 Maurilio Amorim

  • http://www.danieldecker.net Daniel Decker

    Great list. I only have two things to add at the moment….

    DON'T BE AFRAID TO BE THE EXPERT AND PUSH BACK
    Consultants are hired for a reason. If you've been hired then they believe you have some expertise. Don't be afraid to push back when push back is needed. Often clients know they need a solution but solutions often involve change and change can be scary for them. They'll resist it just like a contestant on the Biggest Loser will resist the advice of their trainers, even though they know it's the right thing to do. Be gentle but stand firm, state your case and offer supporting reasons why. You can't force them but if you believe it then you owe it to them to stand up for it.

    BE WILLING TO LET SOMEONE ELSE OWN YOUR IDEAS
    This may not be the case for every consulting relationship but in many the consultant is often like a Second Chair Leader (especially when consulting with the executive level). The consultant gives insight and offers an objective view that many within the organization are too close to see. As you impart your knowledge, often the person you are consulting with needs to be the one to appear to "own the idea" instead of you so they can deploy it. Let them have it. Don't worry about taking credit, just worry about making a difference.

  • http://www.maurilioamorim.com MaurilioAmorim

    great insight, Daniel. I can't tell you how many of my ideas have become someone else's "epiphany."

  • stevechandler

    Nice post Maurillio. I need to sponge off of you. How about a cup of coffee in the near future? I'll DM you on Twitter.

  • http://dawnnicolebaldwin.typepad.com/ Dawn Nicole Baldwin

    Great post, Maurilio. Just a few quick additional thoughts:

    Implementation is more important than the idea. — The recommendations may sound fantastic but if they're not realistic enough to implement, it's wasting everyone's time. [What might sound great to senior leadership may not be received well by the rest of the troops... be sure to understand where they're coming from as well]

    Don't speak in consultant-ese. It annoys everyone.

    The goal is to work yourself out of a job. — Teaching them to fish rather than rely solely on you for everything is a good thing. It strengthens their organization and your reputation.

    And of course, under promise but over-deliver. Be sure everyone knows what to expect and than do your darnedest to exceed those expectations. [This includes everything from budgets, how the project is run and what is delivered at the end of the day]

  • http://donaldryan.net DonRyan

    I've been a consultant for several years. This is excellent (I forwarded it to my partners). I would agree also with Daniel above. Don't be afraid to be the expert. That's what you're being paid to be.

    Thanks for sharing.

  • http://www.maurilioamorim.com MaurilioAmorim

    You're so right, Dawn. Idea without implementation is what I call "happy talk". Thanks for your input.

  • http://www.maurilioamorim.com MaurilioAmorim

    Yes, we are the experts and are responsible to give our clients what they need, which sometimes is different than what they want. Glad you stopped by Don.

  • http://www.maurilioamorim.com MaurilioAmorim

    Steve, I'm always open for coffee, specially if you're buying.

  • http://ashleyjensen.net Ashley Jensen

    Be willing to be wrong.
    No one knows it all, I think this piggybacks the 'pain of a leader' point. Understanding the culture in which you are asked to consult is huge. Good stuff, as always Maurilio.

  • http://www.maurilioamorim.com MaurilioAmorim

    Thanks for your input and kind words, Ashley.