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.
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Consulting Priority: Billable Hours