If you’ve noticed, consultancy is a highly competitive industry. Graduates from the best business schools who have extensive and interesting work experience choose consultancy as a career. With such a diverse work population and exciting career opportunities, it becomes hard to figure out one formula for success in such an industry. However, there are certain common traits of those who succeed in consultancy. And these traits aren’t always obvious to recognize. That’s why we’ve put together five secrets of successful consultants.
- They always deliver
As a consultant, the number one thing you want to focus on is building trust with your client. And the only way to do this effectively is by delivering the results that you promised and well before you promised it. This may sound easy, but it’s easy to let clients down, especially at the beginning of your relationship. When starting off with a client, there are many standard routine procedures that you have to conduct. For instance, you may have to create PowerPoint decks or organize certain projects. It’s essential for you to consistently excel with all these deliverables from the start.
While you can be consistent and effective, it’s impossible to control the consequences of all your suggestions. That’s why it’s important also to consider getting consultant insurance.
- They listen intently
Successful consultants are great listeners who pay attention to details. If you want to be thorough at your job and provide effective recommendations, you have to develop your listening skills. Yet another reason why you should listen well is that clients rarely know exactly what they want. Great consultants know how to zero in on the exact problem so that they can provide worthwhile solutions. Taking notes is a great way to understand your clients’ needs. But it’s not enough to just take notes. You have to work the details into client conversations, so they know that you are paying attention.
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- They network and collaborate
In consulting, you’re expected to solve new problems in unfamiliar situations. Good consultants understand that they’re only as effective as their network. Networking and collaboration aren’t just to generate business. You can also network to build partnerships that enable your functionality. For instance, if you are a business management consultant, you could build relationships with business analysts and organizational experts who can make your offering completer and more valuable. Additionally, you could also build a network of independent contractors who can add dimensions to your package.
- They challenge client assumptions
Clients hire consultants because they don’t have enough knowledge about certain subjects. So, it’s dangerous to accept all the assumptions made by your clients. Good consultants can identify problems easily. They don’t agree to operate based on clients’ impractical suggestions and ideas. Successful consultants know when to disagree with clients. They challenge their clients’ questionable assumptions and prevent them from creating unrealistic expectations. As a new consultant, you may find it tempting to agree with everything a client is saying. This isn’t a great idea if you want to make a difference in your client’s business.
- They hold clients accountable
Consultancy is only a part of the equation. Once you have formulated a game plan for your client, it has to be executed with precision. This requires proper coordination from your client, and unless there’s accountability, your client won’t see results. Even when starting out with a client, you have to earn their trust and cooperation to access information about the company. The more upfront and accurate the client is during the briefing, the more effective your plan is going to be when executed. Successful consultants have a way of holding clients accountable without affecting the relationship.
Consultancy can be a challenging area. However, you can achieve success as a consultant by developing the traits described in this post.
You can also read: Important facts of Being a Freelancer
Challenging the client’s assumptions is a key point. It’s easy to tell someone what they want to hear, what they believe must be true. Providing them with a well-reasoned challenge to those assumptions shows your true expertise.
Hi Tom, I totally concur with your insightful comment. Thanks for taking time to read and give your feedback.
I think listening intently is the sign of a successful person in any career. Thank you for sharing these suggestions 🙂
You are welcome.
Listening intently is such a great skill to have and I can imagine it’s very important in this line of work.
Hey, glad to get your feedback.
Networking not just for business but to build partnering that enable your functionality, totally agree! Thanks for sharing this useful tips.
I appreciate your feedback.
Consultancy is such an interesting work spectrum, it requires fantastic organisational skills- and, as you’ve mentioned the ability to identify problems that your clients can’t fully explain. I particularly like the point you’ve made here about networking- buiding a circle of associates so you can help each other out on projects seems like a great way to discover new skills and opportunites. Thanks for sharing!
Hi Helen, I appreciate your insightful feedback.
Networking is so critical. It always was, but the internet has made it a much wider field to cover now! #GlobalBlogging
Thanks for dropping by!
They listen intently and also challenge client assumptions where necessary! That, I will have to agree with. Point to note since I’m a consultant too here.
Hi Dalene, am glad to get a positive feedback from a consultant! thanks for visiting.
when it goes for business you seam like an ideal person to consult with. Very useful tips and tricks. I am impressed with your content, never fails me.
Thanks Lyosha, you are also one of the loyal readers of business and life tips blogs!
A great article! Love that you mentioned the importance of building trust right at the beginning – that is so important!
Yes, trust is the greatest asset in consultancy.
Wow I loved reading this, It also had some amazing networking tips, i definitely need help in that area.
Thanks for your positive feedback!
A lot of your points helped me understand where I am lagging behind. Thanks for sharing.
Welcome.
These are important rules for consultants to live by. I like the networking one — that can apply to so many professions. It’s a learned skill!
Thanks for the feedback.
That’s a great post and so relevant, especially when you are a freelancer. I always make sure i deliver on time and enquire for a deadline. and listen to what the client wants.
Glad to learn that! Thanks.
Networking is a huge aspect to success no matter what you do. I think it’s important to be connected to like-minded people.
I totally concur with you. Thanks Alexandra Cook!
I haven’t tried networking, but I know a lot of them are successful. I’m thinking of entering the industry one day.
Am glad you found this helpful!
Listening is the key here I think. So many people have already decided what they are selling is the best instead of listening to the client first
True, thanks for dropping by!
I feel like no matter what your business, networking is probably one of the most important aspects of success. You can’t really go it alone, sometimes it helps to have friends in the industry
I totally agree. Appreciated.
I try to have these traits as well. I think it’s important. I know I do try to always listen carefully.
Thanks for your nice feedback.
In general also, I think these traits are good to possess.
Another good post!
Thanks for the positive feedback!
Hey, John. Another great post, and one I find particularly relevant at the moment. Good stuff!
Hey Steve, thanks very much for being a loyal reader of business and life tips blog.
Thanks for sharing this guide. Consultancy is one of the cool job that pays handsomely, especially when you are flexible with your time.
True, thanks.