Communication is a key skill for any consultant, but it can also be a source of frustration, misunderstanding, and lost opportunities if not done well. In this article, you will learn about some common communication pitfalls or mistakes that consultants should avoid, and how to improve your communication and presentation skills for better results.
One of the most common communication pitfalls for consultants is lack of clarity. Whether it is in writing, speaking, or visualizing data, you need to be clear about your message, your purpose, and your audience. Avoid using jargon, vague terms, or assumptions that may confuse or alienate your clients or stakeholders. Instead, use simple, precise, and relevant language, and structure your communication in a logical and coherent way. Make sure you have a clear objective, a clear value proposition, and a clear call to action for your communication.
Perhaps disagree, management consultants rarely have this problem, because clarity of thinking and persuasion are what successful consultants do best. Structured, relevant, fit for purpose, persuasive.
A lack of questions. Good consultants ask great questions. They don’t speak until they understand three fundamental problems that keep you up at night. Here are three questions you need to ask: 1. What are the economic consequences of the problem you’re encountering? 2. What do you believe is the cause of the problem? 3. Why is it urgent to solve it now?
I have found clear visuals, a structured framework, and great storytelling work well. A narrative that is designed to meet the stakeholder's needs and challenge supports the process. And practicing active listening and asking clarifying questions promotes good dialogue helps build trust.
When I have an opportunity to work with senior consultants and provide them with input related to communications and message with their clients, I find that there are four primary areas that require attention. The first is the daily read on imminent crisis and risk. As our other colleague pointed out, these are top of mind issues the day of the communications. The second is they failed to read the room and recognize the body language so they can adapt and react. Third, each individual has a primary communications mode - visual, auditory and kinetic. All of these will be present. Fourth, because these are senior consultants they sometimes forget to test their communications before it's presented....test, predict, change and test again.
Another common communication mistake for consultants is lack of empathy. Empathy is the ability to understand and share the feelings, perspectives, and needs of others. Without empathy, you may come across as arrogant, insensitive, or indifferent to your clients or stakeholders. Empathy is essential for building rapport, trust, and credibility with your audience. To show empathy, you need to listen actively, ask open-ended questions, acknowledge emotions, and tailor your communication to fit the context and expectations of your audience.
I've found that one of the most helpful methods for tailoring communications my clients and prospects is to use the DISC frameworks. People fall into one (sometimes two) personality profiles that have different communication needs. - Dominant (controlling and direct) - Be direct, provide alternatives, and don't talk too much - Interpersonal (spontaneous and energetic) - Take time to chat, allow them to express themselves, and don't get into too many details - Steady Relator (calm and careful) - Let them finish their work before talking, be consistent, don't make sudden changes - Critical Thinker (formal and withdrawn) - Listen carefully, provide written materials, don't spend time on small talk
A third common communication pitfall for consultants is lack of feedback. Feedback is the information you receive from your audience about how they perceive and respond to your communication. Without feedback, you may not know if your communication is effective, if there are any gaps or misunderstandings, or if there are any areas for improvement. Feedback is also a way to engage and involve your audience, and to show that you value their opinions and input. To get feedback, you need to invite and encourage it, be open and receptive to it, and act on it accordingly.
A fourth common communication mistake for consultants is lack of preparation. Preparation is the process of planning, researching, and rehearsing your communication before you deliver it. Without preparation, you may not have enough information, evidence, or arguments to support your message, you may not anticipate potential questions or objections, or you may not be confident or comfortable with your delivery. Preparation is crucial for ensuring that your communication is accurate, relevant, and persuasive. To prepare well, you need to do your homework, know your audience, and practice your communication.
In my career, I have never met a management consultant who would come to the client unprepared. To avoid a lack of preparation, before starting any project one would: - ensure that they have all the relevant information and background knowledge before starting any communication. - plan ahead, and think about potential questions or challenges that may arise. - Prepare a clear agenda or outline of the communication, and be ready to adapt it if necessary. Without preparation to understand the client's challenges we wouldn't be hired in the first place to help them to address them.
This is the most vital component of consulting. Preparing, researching, and asking the right questions will set you up for success.
A fifth common communication pitfall for consultants is lack of adaptation. Adaptation is the ability to adjust and modify your communication according to the situation, the audience, and the feedback. Without adaptation, you may not be able to respond to changing circumstances, to address different needs and preferences, or to improve your communication over time. Adaptation is important for maintaining your relevance, your credibility, and your relationship with your audience. To adapt well, you need to be flexible, creative, and responsive to your communication environment.
A sixth common communication mistake for consultants is lack of impact. Impact is the effect or influence that your communication has on your audience. Without impact, you may not be able to achieve your goals, to persuade or inspire your audience, or to leave a lasting impression. Impact is what makes your communication memorable, meaningful, and valuable. To create impact, you need to use stories, examples, and data to illustrate your message, to use emotions, humor, and passion to engage your audience, and to use repetition, contrast, and call to action to reinforce your message.
Lack of influence In my experience, the management consultant-client relationship forms the basis of the ability to influence client actions and decisions. It’s certainly tempting to think that because a consultant has some expertise and experience in a field, they can immediately command a client's attention. While this can be a robust entry requirement to the profession, the truth is much more complex, and exemplary client communications rarely arise solely from expertise.
Creating customer addiction : the good consultant improves customers results and transfers the knowledge, so as to make the customer autonomous as quick as possible. He/she does not share partial knowledge and become essential, so to stay longer and make more money. In the top 3 of Ethical rules.
Lack of humility If you have more expertise and experience than your audience, your communication must not sound arrogant, condescending, or judgmental. In my experience, the consultant can make a personal connection with the audience by sharing how he or she acquired the knowledge being imparted.