May, 8 2009
Successful Consulting: Be Prepared
Posted by David NorthIn this series of posts entitled “Successful Consulting,” David North, Chief Technology Officer for MBO Partners, gives you his best tips on how to thrive in a competitive industry like independent consulting. North brings 15 years of consulting experience to his community at www.NorthIdeas.com.
I live for adventure. I’ve spent time scuba diving in the Caribbean, climbing Mt. Rainer in Washington, sailing around the Gulf of Mexico, and hitting the slopes of the Rockies. Some may say I’m a little crazy, but I disagree. What I can tell you is that succeeding in these endeavors is dependent upon preparation: preparing for what you expect to happen, and what you don’t expect. Being prepared can often mean the different between life and death. It matters. “Be prepared” is as true in consulting as it is in my adventures. As a consultant, you encounter things you expect, and often things you don’t. Succeeding at the end of the day depends on preparing for anything. Here are seven things you can prepare for:
- Be prepared in your area of expertise. A consultant is expected to be an expert in his field. Prepare yourself by continually learning about new things in your area. Don’t be satisfied in knowing just the basics you need to get by. As an expert, always work at knowing as much as possible about your field.
- Be prepared by knowing the current trends in your client’s industry In my former life, I was an information systems consultant. My clients expected that I know about technology, but that was really only a tool to solve business problems. I needed to understand the market my client targeted so that I could approach the solution from a more educated position. For me, it was retail. To learn that industry, I asked questions to learn from every client I encountered. I started to pay more attention when I was out shopping. How did they display their merchandise? How did their staff interact with customers? Being observant prepared me to recognize the issues my client was facing and attempting to resolve.
- Be prepared by knowing your client’s business. Get to know your client’s business inside and out (or as much as you can). Spend time on their website. Learn whatever you can from the Internet to find out what is going on in and around their business. You could learn a lot about what to say (or not to say) by looking through small pieces of news or information on products and services that are on the web.
- Be prepared to work hard. Show up ready to work hard. Rest up! Have a plan for work, no matter how big the assignment. Go to meetings having done all your advance work. Work for a client like it was your own business. Make sure your client has top priority in your schedule. Don’t do other client work or work for your consulting company while on your client’s location. Be prepared to work hard and work hard. Plain and simple.
- Be prepared to build relationships. Relationships are often what drives your client to depend on and engage vendors and consultants. Show interest in and be helpful to your clients. Stay after work sometimes. You never know what the future holds… People get promoted, fired, or move to other companies. Build a personal relationship (in a business-like way) with your client and the people who work there.
- Be prepared to take charge. There are times when the client needs someone to be in charge. If no one is there to pick up the ball, you can secure your place by doing just that. Be prepared with the knowledge and skill set you need to take the reigns. Learn to listen, organize, and execute a plan. Write things down! In my experience, the one writing things down is often in charge.
- Be prepared to sell yourself. You never know when the perfect opportunity will come along to sell the next piece of business. Always look for your next piece of work. Keep an ear out for what is going on with your client, and what its needs are. Always be prepared to offer a proposal on solving a problem or meeting your client’s need. The easiest client to get is one you already have.
I learned about being prepared in my days as a Boy Scout. Yes, the old scout motto is "Be Prepared". It was true then, it is true in my adventures, and it is true in consulting.
Are you prepared?
For more great consulting insights, visit David North's blog at www.NorthIdeas.com.
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