Determining the expectations of various engagement stakeholders and serving as both leader and follower is critical to consulting success. This video provides recommendations for evaluating stakeholders in a consulting environment and whether you should approach those stakeholders with a leader or follower mindset.
- One day you're a know-it-all…and the next you're not qualified.…Welcome to the start of your consulting engagement.…Come across as too directive and you can be accused…of being arrogant, of trying to push management…in a specific or self-serving direction.…Conversely, don't share enough…and your client might get concerned they're paying…for knowledge and experience you don't actually have.…The key is to walk the tightrope between the leader…and follower consultant roles.…
Let me give you some tips about how to do that.…Initially, expect your client to look for evidence…that you know what you're doing.…Sharing your experience is good.…Focus on what you've done in the past versus…what you will be doing while on this current engagement.…The perception you want to convey is…that you can successfully apply your relevant skills…to various business environments.…I remember a client once asking me…to tell him why he should feel confident I could help him.…
My answer was I had helped others in similar situations…by first understanding their business environment…
- Identify the critical requirements needed to become a successful consultant.
- Review the roles a consultant can fulfill to increase their success when dealing with clients.
- Recognize approaches for assessing your success level with a client before you've received a formal evaluation.
- Explore how to switch between consulting roles without confusing or aggravating your client.
- Review the change management conditions that must be in place to successfully deploy your consulting solutions.
- Identify the actions that maximize your chances for future work with a client.