May, 14 2009
Successful Consulting: Be Professional
Posted by David NorthI can remember back to the early days of our consulting business; We were one of the very first people to get a laser printer. (I know – it was a long time ago!) It made the documents we printed look so nice. Our proposals looked far more professional, and it made our small consulting company look like a big player. This professional image made a big difference in the caliber of clients we could get, proving that a successful consultant must look, talk, and behave like a true professional.
Look like a Professional “Looking the part” is the first way to make people respect you. While we shouldn’t judge a book by its cover, the fact is people do. I make sure that I dress at the same level, or slightly higher than, those people I work with or do work for. If your client is in a shirt and slacks, I’m in a sports coat. In a way, the care you put into your appearance will reflect the care you put into your work. Naturally, the work you deliver should also be professional. In other words, don’t hand in sloppy work – always be proud of what you’re submitting. Take the time and make the effort to create proposals and deliverables that are polished. We have tools these days that make it easy. Recently, I went to FedEx Kinko’s for printing and binding. They are fast and can help put the finishing touches on your project. Present a professional image by making the results of your work look superior.
Communicate like a Professional: When you talk, sound professional. Our society has become lazy in the way we talk to each other. The slang we use and our lax grammar are all a part of our new casual speech. It’s even becoming common to curse in business situations. I say, choose your words carefully, work on building your vocabulary and being comfortable using it, and always be respectful when you talk. The professional tone you set when you speak to clients is often initiated in the way you speak to them. This professional tone extends to email, as well. Each email correspondence should be the same as you would write a written note. Don’t write an email as though it were a text message, i.e. with abbreviations. Format them so they look nice! Use enough white space to make it easy to read and keep the emails short. Also, proofread all correspondence before clicking “send”. I also recommend not using email to send bad news, criticize something or something, or express a strong disagreement over any matter. Those are situations best handled in person. While good emails that you work carefully might not catch your client’s attention or gain you respect, a haphazard, sloppy email can get you in trouble and result in a loss of respect.
Act like a Professional: Finally, the way you behave around your clients determines how they judge you and your professional performance, as well. Here are some keys: Work hard and stay focused on the work you do; Do what you say you are going to do, and deliver your work on time; Respect the position, time, space, and feelings of those you work with. The long and short of it is, if you act in a classy way, you will enhance your clients’ perception about your competence and professional skills. By projecting this professional image, you give yourself an advantage over those who don’t take the time or make the effort. Your client wants to be around professionals. The image you present will help you get work, keep the work, and get the next round of work, too.
Act like a professional and you will be a successful consultant.
In 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.
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