Unlike many other professions such as doctors, lawyers, architects, accountants, etc. which require special skills, almost anybody can claim to be a consultant. However, consulting is not for everyone. Only those who fit into the following definition can be considered a consultant. For the purpose of discussion, I've borrowed a working definition of consultant from Alan Weiss:
" A consultant is someone who provides a specialized expertise, content, behaviour, skill or other resources to assist a client in improving the status quo. This intervention focuses on a specific client needs "
According to Alan Weiss being a consultant starts with an understanding of the value-added that is being offered to clients to address their specific needs. The value-add can be divided into the following categories (which may overlap):
1. Contents. Normally, those who are good at doing something from their past experiences fit into this category. That's why we see a lot of ex-profession who become consultant. For example, an ex-government servant may opt to become a consultant to the government. An ex-police may become a security consultant.
2. Expertise. This is probably the most common value-added offered by consultants. The expertise can cut across industries. For example, market study and strategic planning are considered as expertise.
3. Knowledge. Knowledge is also based on past experiences. It differs from contents because knowledge refers to process knowledge rather than content knowledge.
4. Behaviour. This kind of consultants are hired because of their required interpersonal skills and ability to address certain issues. This include facilitation skills, mediation skills, etc.
5. Special skills. This kind of skills are normally highly developed, well-defined and are in great demand. For example, image consultant, political consultant, etc.
6. Contacts. Some big name consultants with strong contacts might be required by client. Having the name of the consultant might benefit the client in certain ways such as speedy approval and better reputation.
A consultant normally carries a combination of these value-added to clients. It's important that the consultants themselves are aware of the nature of value-added required by the clients.
Monday, October 13, 2008
What it means to be a consultant?
According to Alan Weiss in his book Million Dollar Consulting - the Professional's Guide to Growing a Practice, being a consultant means the following:
1. First, you have to be cool, retain your sense of humour and perspective at all times. Do not over react, easily get upset or quick to jump to conclusion.
2. Your relationship with the client has to rock solid, enough to make you as part of the family. Client will not likely to call you and share their concerns if they do not trust you. With strong relationship, justification for higher fee tend to be easier.
3. Do not take things for granted. You must be ready and alert at all times to respond to interference and static.
4. You have to see all the twists and turns as opportunities, not threats, and learn to exploit them, not flee from them.
5. You have to be confident about who you are, what you are doing and why are you doing it. Self-esteem is not a function of win or loose; it's the results of knowing that you are prepared, qualified and doing your absolute best, cognizant of the fact that, on accassion, even your best will not be enough.
1. First, you have to be cool, retain your sense of humour and perspective at all times. Do not over react, easily get upset or quick to jump to conclusion.
2. Your relationship with the client has to rock solid, enough to make you as part of the family. Client will not likely to call you and share their concerns if they do not trust you. With strong relationship, justification for higher fee tend to be easier.
3. Do not take things for granted. You must be ready and alert at all times to respond to interference and static.
4. You have to see all the twists and turns as opportunities, not threats, and learn to exploit them, not flee from them.
5. You have to be confident about who you are, what you are doing and why are you doing it. Self-esteem is not a function of win or loose; it's the results of knowing that you are prepared, qualified and doing your absolute best, cognizant of the fact that, on accassion, even your best will not be enough.
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