Some Consulting What Ifs
What if Consultants…
Focused on client issues rather than margin and billable hours
Acted as if they were guests at a client site – not subservient, but not condescending
Said no to the client when they disagreed, rather than being good soldiers doing what the client requests, even if they have a better idea that will cost the client less
Said “I don’t know” when they don’t know
Focused on the value they provide to the client in return for their fees.
Admitted when they were wrong and said “I’m sorry”
Sold to the client by sharing information and developing relationships
Customized their service offering to the client’s needs rather than provide cookie-cutter approaches
Staffed projects based on skill set rather than availability
See my related post: Consulting Skill: Aligning Interests with the Client
What would happen in the consulting industry if all consultants did these things?
For more information, see
Client Relations for Consultants
If you would like to learn more about working in consulting, get Lew’s book
Consulting 101: 101 Tips for Success in Consulting at Amazon.com
As always, I welcome your comments and criticisms.
I worked my way through college waiting tables. At one place I worked, we had a cook who treated employee meals differently than customer meals. Customers received the standard fair. ...
I've worked in very few organizations that didn’t have a jerk or two walking around. Over the years I’ve learned to deal with them.
In the one situation where the jerk was ...
Why is it that when I ask for a waiter’s recommendation, they suggest one of the most expensive things on the menu? I suppose it’s possible that the most expensive ...
Doctors are required to protect confidential patient medical information by law with the Health Information Portability and Accountability Act (HIPAA). Lawyers are held to an attorney-client privilege holding them to ...
If you’re like me, you don’t’ like to put a lot of money into your home for maintenance. To me, there’s just not a lot of gratification to maintenance.
For example, ...
I once had a new consultant join my team who entered the client site as if he owned the place. He was expected to share a cubicle with a fellow ...
Maybe you’ve experienced this scenario. You’re sitting in the client’s conference room attempting to help them solve a problem. In an effort to brainstorm, you come up with some ideas. ...
I’ve always had a pretty good sense of humor. I can find irony in a lot of things and have used it to my advantage. In my school days it ...
Andrew’s role as account manager for a consulting firm required him to sit in on most of the meetings held by Leah, his project manager at their firm’s most important ...
Unless you’re an undertaker, repeat business should always be your goal. Whether you are an independent consultant or serving on a large project from a large firm, your main goal ...
How to Lose Business by Gold Plating
The Difficult Client Types
Developing Trust With Conflicting Priorities
Protecting Client Confidentiality
Do You Build New Systems or Maintain Old
Dealing with a Condescending Client
Can Consultants Have a Sense of Humor?
A Consultant’s Positive Ass Kicking
Make Yourself Indispensable