The consulting industry is known for its high-performance workers who are considered to be the best in the business. But what does it take to succeed in such a competitive field? While some may think having an Ivy League diploma is enough, they are unaware of what is truly important in the consulting field.
There are certain qualities and techniques to practice that are undeniably crucial for any management consultant to thrive:
- Listen to the Client – Who, what, how, when, and why; answer these questions, and most problems are solved. Listening, in general, is a great skill. In consulting, listening to the client and key managers will help identify 85% of the problems. Many clients know where the issues are with their organization. They just don’t have the time, skills, or experience/resources to tackle them.
- Don’t Worry about Recognition – Whether it’s your idea or not, if it makes sense and it’s beneficial to the company, put it in play.
Remember: The scorecard is based on earnings before interest, taxes, and amortization (EBITA), not who came up with the idea. - Bridge the Gap – Identify the disconnect between layers of management. If C-level, Mid-Level and Floor supervisors do not directly relay their messages and depend on others to do so, only 20% of the communication makes it through. By identifying and bridging the gap, it leaves less room for miscommunication, errors and rework.
Get Involved – Observe the overall process from the highest level of authority, but when it comes to implementation, start from the bottom and work your way up. Remember: It’s the boots on the ground that are fighting the battle; get down and dirty beside these soldiers, put your steel-toed boots and your hard hat on, and gain firsthand experience. Take no prisoners. Understanding multiple levels of staff proves you have conducted important research. This will entice executives to be more supportive of your proposed solutions.
"Take no prisoners."
- Be Realistic and Transparent – Consultants are not there to build a business from nothing. They are trying to promote better business practices and formulate a plan of action that will bring success and growth to the company. Do not claim expertise in areas you do not have expertise or experience in. Doing so will lead to guaranteed frustration and failure. It is much more difficult to re establish credibility once you have lost a client’s trust.
- Keep it Professional – The client is paying for your skills, knowledge, and experience. Stay objective and fact-oriented, not overly complementary or offensive. Do not lose sight of the mission or the project laid out before you. Emotions, personal beliefs, and most importantly, egos, must be kept at bay. Be professional, but approachable; direct but not arrogant. Express your views, but hear their concerns.
“Do not claim expertise in areas you do not have expertise or experience in.”
- Keep it Professional – The client is paying for your skills, knowledge, and experience. Stay objective and fact-oriented, not overly complementary or offensive. Do not lose sight of the mission or the project laid out before you. Emotions, personal beliefs, and most importantly, egos, must be kept at bay. Be professional, but approachable; direct but not arrogant. Express your views, but hear their concerns.
- Enjoy What You Do – Any working individual should wake up every morning enthused to begin another productive day. Being a “road warrior” is not an easy life, especially if you have a family at home. It is important to enjoy the thrill of the unknown: solving business challenges, blending 100’s of personalities into one mission statement, and figuring out years of problems within weeks, all while solving them in months. Enjoying the job is the most important attribute of any consultant.
“...a relentless pursuit of excellence is key to success.”
By combining industry expertise, adaptability, and exceptional communication skills, consultants can make a significant impact on clients’ businesses. We must never forget the importance of building trust, providing actionable insights, and delivering tangible results. Remember, a relentless pursuit of excellence is key to success.
Now that we have identified the important qualities of a management consultant, I’d like to share my perspective:
- 1. Industry Expertise: Just as I’ve honed my expertise in Department of Defense (DoD) Manufacturing, a successful management consultant should possess a deep understanding of their field. This expertise allows consultants to provide tailored, pragmatic solutions that address industry-specific challenges and drive tangible results
- 2. Adaptability : The ability to adapt to changing circumstances is crucial in both the consulting and DoD Manufacturing worlds. I’ve learned that flexibility is key when dealing with evolving regulations, technologies, and client needs. Consultants, like professionals in manufacturing, must pivot strategies and approaches to stay relevant and effective.
- 3. Effective Communication: Clear communication is paramount, especially when navigating complex manufacturing environments. This rightly highlights the need for consultants to recommendations convey clearly their and persuasively. This aligns with my experiences, as conveying intricate manufacturing strategies and changes requires concise and effective communication.
"It’s not that you can’t, you just haven’t figured out how."
- 4. Problem-Solving Skills: Consultants and manufacturing professionals alike encounter challenges. multifaceted Approaching these challenges with a problem-solving mindset is vital. Analyzing data, identifying root causes, and developing innovative solutions are skills I’ve continually honed in both realms.
"There is a time to ask, a time to tell, and a time to MAKE."
5. Client Relationship Building: Establishing and nurturing client relationships is a shared principle between consulting and manufacturing. Just as I’ve focused on fostering trust and collaboration with DoD clients, effective consultants must build rapport to understand client needs, expectations, and long-term goals.
6. Results-Oriented Approach: As an advocate for cost and schedule attainment in DoD Manufacturing, I align with the article’s emphasis on delivering tangible results. Successful consultants, like manufacturing leaders, must focus on achieving measurable outcomes that enhance efficiency and drive profitability.
7. Continuous Learning: In both domains, staying updated with industry trends and advancements is essential. I’ve observed that a commitment to lifelong learning is fundamental when trying to remain effective and relevant. This proves true whether you are a consultant or a manufacturing professional.
"I’m happy to help you only when/if you’re ready to help yourself."
