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The Aloof Consultant

Apr 2, 2012 | Personal Branding

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 consultant but refused. “I need a desk to myself to spread out.” He exclaimed. In fact, he lobbied to get an office with a...

A Consultant’s Positive Ass Kicking

Mar 29, 2012 | Career Management

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 client. In Monday’s weekly status conference-call, although Leah ran the meeting, Andrew observed...

The Proactive Job Search

Mar 26, 2012 | Career Management

You’ve probably known people who are in perpetual job-search mode. As soon as they get a new job, they’re actively looking for their next job. I’ve known people who don’t even hide it. They talk to recruiters on the phone right out in the open as if to advertise...

Are You Following or Creating Your Own Market? A Parable

Mar 22, 2012 | Consulting Sales

There was once a man we’ll call Pete, who visited the market and witnessed an upward trend of consumers buying potatoes. He knew several potato farmers. So he talked to them about being his supplier. He set up his own potato stand in the market. Day to day sales...

Consulting Skill: Adaptability

Mar 19, 2012 | Career Management

Kodak was once a dominant player in the photography industry leading all players in the film and camera market by a seemingly insurmountable lead. As digital photography – which they invented – took over film, Kodak had difficulty developing a profitable strategy to...

Consulting Skill: Know the Client’s Business

Mar 15, 2012 | Client relations

Over the years, I’ve seen various levels of client satisfaction with their consultants. Some consultants make themselves so indispensable that the client tries to hire them as a full-time employee. On the other end of the spectrum, I’ve seen clients ask for a...