Consulting - An Enigma

Enigma is a pretty strong word; Agreed. What calls for such a usage then? Here’s my two paisa on it:) Having worked as a Consultant all through my career spanning close to 13 years, I have my own share of doubts on who should be called one and when. What are the parameters, the criteria that allow one to have such a job profile?

When I joined SAP back in 2004, I was thrilled to bits and even more so because of the name of my Organization - “SAP International Consulting Group”. Sounds awesome, Doesn’t it? I know! In my interview, I was asked if I was okay to take on the challenges as I would be globe-trotting, one day in Belgium and another day in Finland! Don’t know if can use this word now, but at that point, I was saying to myself, COOL!!!! I will let you in on a little secret! Being bad in Geography actually cost me this job almost! I had to literally assure my HR Manager who was interviewing me that I will purchase an Atlas and familiarize myself with our Country’s topography and countries around the globe too! Sounds desperate, but I was then, look at the name of the Company for God’s Sake!

Believe it or not, during our Onboarding, we actually were given an Atlas:); I am hoping it was not due to my inability to identify the place which was popular for Backwaters in India as that would have been extremely embarrassing to say the least. And those of you in India, please do not scream Kerala and label me as a dumb Indian who does not know her country well, as I got that part right. HR was looking for a more precise answer, Malabar Coast! Most of you might have got that even now, but what can I say, I did get through isn’t it? Not bad after all!

Coming back to today, I don’t think all those questions apply though I believe some should. Back in the day, a lot was expected from Consulting Organizations and its people but the perception has changed since then. With times, changes are imminent and we became the Offshore Delivery wing for SAP in 2004 itself. Then I had to tell myself, what’s in a name?:) It is SAP Solution Delivery Center now. And, NO, I did not leave because of the name change! Still Love SAP:) Just wanted to venture out on my own…

Getting back to the headline, Dictionary meaning of a Consultant is “A person who provides expert advice professionally” but this term is being used very loosely these days.

When you represent an Organization, your title is decided by the Organization. It would be different if you were a freelancer. Title gives a lot of insight on what you do professionally and that is one of the reasons why so much importance is attached to it.

They are expected to be experts in their fields with wide knowledge of the subject matter. It is not just the proficiency that matters but also Customer-interaction skills. An individual as well as the Organization has to make an effort to ensure they do justice to the title that they proudly flaunt. Developing a service is different from delivering a service. A consultant not only needs to understand the service offering but also should be capable of delivering it effectively and efficiently. Providing the right kind of advice that best suits the interest of the Client is on top of the list. Implementing a solution, Customizing it if need be, brainstorming, providing guidance and insight, so that the Customers can take the right call, this is what they are looking forward to, when they hire/staff one on their projects.

I see teams at Customer’s, showcasing what they can do, and let me tell you, they are pretty good at what they do too, but is that enough? You knowing the solution well isn’t enough! Understanding the Client’s requirement and providing guidance on fitment of the solution is more important. That is the reason why just SME’s may not fit the bill all the time.

Strong communication, open-mindedness, ability to listen, good judgment and clarity of thought, fearlessness, tact, adaptability, dedication, analytical skills and result-oriented approach - these are some of the qualities I swear by and strongly believe are much needed by a Consultant.

Let us not confuse this with pure marketing skills, gift-wrapping a service to make it look better though it would be an added advantage to help establish connect with the Client. A right balance has to be achieved with Content and Presentation. Many may argue that if we know the product/solution well, it doesn’t matter how you present the service. But I have time and again seen that this isn’t the case. And that is all the more reason why the role of a Consultant is crucial and people with the right skillset need to be leveraged for such roles. It’s not just a fancy title that one can brandish casually but comes with a lot of responsibility and accountability.