In this video, instructor Bob McGannon presents a process for reviewing the needs of your client and determining the roles you are likely to need to fulfill.
- Even though I don't have the talent of say,…Johnny Depp, or Meryl Streep,…I have one thing in common with them,…my job is to play a variety of roles…to fulfill the expectations of my client.…In fact, every consultant has to fulfill multiple roles…to maximize their success.…But it's not that easy.…A colleague of mine misread…the needs and desires of his client.…He believed he needed to take on the role of the technician,…but his client was expecting him to behave more like…a leader, and provide guidance for their staff.…
Although my colleague was more than capable…of satisfying his client's needs,…his misreading of the role he needed to play…resulted in him being swapped out…for a different consultant.…Here are some critical signals to look for…so you can use the appropriate roles…to satisfy your client.…First, determine the level of expertise…your client has in your technical area.…For example, let's say you were hired as a financial advisor…for a construction company.…
If they have strong financial discipline and management…
- 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.