Top 10 Attributes of a Consultant

Recall going to a #doctor with a condition you wanted to get checked... what can you remember from your visits? what are the subtle characteristics of a doctor or the environment of the clinic/hospital that you remember?

Imagine a scenario where the doctor you went to was too pandering towards you, greets you at the entrance, treats you well, gives you candy, and bows in your presence. You instantly feel good but weird too, is this how a learned doctor behaves? Once you step in his room, he performs the formalities like checking your temperature or blood pressure, but he does it in haste because he does not trust his nurse with his precious new patient, his apparatus is old and a little roughed up. You observe that he’s wearing a trouser and a sports shirt under his lab coat and the coat also looks a little worn out. He asks you what you think is wrong with you and after listening to you he readily agrees and also asks you what you think your medicine should be. Once you say I usually take this medicine he doesn’t inquire about old or existing health problems you have or the side effects and writes the prescription for the same medicine that you already knew you should have gotten in the first place. Thinking that this doctor is agreeing too much, you try to sneak in a condition your brother is going through let’s say a migraine, and although this is not his expertise, he readily scribes another prescription too quickly. Before you leave, the doctor says that since it is your first visit, this checkup is on the house. On your way out, you can’t help but notice the environment of the hospital also reeks of incompetence, the staff is in a hurry, clearly shorthanded, and seems directionless or busy putting out small fires all around them. You get out of the hospital with mixed feelings.

Would you ever go back to this hospital or that doctor? Sayonara to your health if you do.??

Now, purge this bad experience altogether.

A good doctor is calm, listens to you attentively and no matter how many patients are in waiting, he does not exhibit haste. If a patient feels important and wants special treatment, the staff tells him to wait for his turn, they can do that because they know that the doc has their backs. This confidence in the staff maintains order in the environment and tells everyone that there are rules that govern this place. Once it’s your turn, you observe that they have their tools handy, cleaned, and sanitized. The doctor listens to you and asks you how you feel but he’s not judging you or coming to any conclusions anytime soon. He has professionals around him who help him do his job better; professional nurses who are courteous but focused on their work, one patient at a time. He inquires and probes what’s happening to you even at times making you uncomfortable, but you don’t mind because he is an expert giving you, his time. You do not hesitate in telling him your prior health conditions and when you ask for a particular medicine, he asks you why? and when you say because this is what I usually take. To this, he may or may not agree with you or may prescribe you some tests before giving you a prescription straight away and he asks you to visit again after a week. You say you have a migraine that returns every week, to this he shows concern but since it is not his expert domain, he refers you to the doctor who deals with heads. On your way out, you can’t help but notice the cleanliness, professionalism, and scent that’s deliberately spread in the air to mask the smell of antiseptic and other chemicals. You come back after a week to meet the doctor, who you now believe is your savior. You are pleasantly surprised that he remembers you and gives you an all-clear after reading your test results and medicine that will help you and tell you to come back again if you feel a certain way.????

In the information technology industry, Consultancies are like hospitals and of course, our consultants are specialized doctors. The section above should be enough to give you an idea of Dos and Don’ts but let’s list the top ten characteristics a consultant should possess.???

1.???Not a Yes Man

Clients have plenty of yes men as their employees. In a #consultant they seek someone who’d give them honest and valuable advice, it may or may not be liked by the client but it’s an expert’s advice. To do that, a consultant must be highly skillful in his domain; having delivered several projects in that field. It’s not so much about agreeing to everything a client says but what’s right for the customer now, in short term, and in the future. This confidence, substance, and homework sets the tone of the whole project where a client only expects honesty, effective #communication, and a consultancy that saves them from #pitfalls. The key is understanding their pain points and developing harmony around the #solution and how their consultancy can help them.

2.???Take Their Time

To give the right advice, the consultant probes, understands, plans, and then #prescribes what’s best for the client. The client’s environment or the problem faced cannot be assumed or imagined or understood quickly. Even with good intentions, responding too quickly and without any homework shows inexperience, and makes the client nervous too. For this homework, a consultant takes time and produces a quality solution that becomes the basis of a lasting #relationship between both parties; sometimes resulting in multimillion-dollar deals.

3.???Focus on Delivery

A consultant’s focus is ultimately on delivering excellence, they believe what goes out to a client represents the firm, their team, and themselves. For this, they develop #people and emphasize on #specialization, and coach others around them as future consultants.?In given time, attention to detail and giving preference to quality develops a team that meets and exceeds the expectations of clients every time.?

4.???Assembles the A-Team

To #deliver excellence, they focus on #quality and on completing tasks within committed timelines. Their commitments are unwavering but not made on a whim but after deliberation. To deliver their commitments, they assemble A-Teams around them, with similar passion and values. They command the #loyalty of their staff not by rewarding them too much but by giving them the #opportunities they would never dream of in other companies. They appreciate and reward good work and coach those who are struggling while equipping their A-team with the right #expertise, tools, a learning #environment, and deserved flexibility during the delivery phases of the project.??

5.???Toolset Repository

Consultants keep themselves up to date with new and upcoming #technologies. They gather and utilize the best tools to deliver output seamlessly; establish processes, document templates, code repositories, and knowledge banks to utilize prior experience and replicate output quickly while customizing them when required in difficult or complex scenarios.??

6.???Excellent Problem Solvers

Present a problem to a consultant and they’ll have a plate full of solutions, ready to deep dive into a client-specific problem. This habit comes from a successful track record of delivering projects, and technical and business acumen gathered over time. Positive problem-solving behavior is key here, you won’t see them #sulk or give excuses, failure doesn’t disappoint them much and their eyes light up when they hear about a problem they can solve. Even more, their interest is peaked when they hear about a problem they haven’t solved yet, especially related to their domain.

7.???Persona

Above all, their persona exuberates #professionalism; they may be the most reachable, friendly people, to be around but when dealing with clients they are professional, commanding, and business-oriented; ignoring the noise and focusing on outcomes. Ruthlessly focused on delivering results and keeping their #commitments. They are honest and straightforward and include the right people in the brainstorming process. Provide decisive direction to their teams and help them achieve their objectives. Moreover, they have a calming effect on the client and their teams ensuring everyone involved that the helm is in safe hands. They possess a collection of ready suites, glittering watches, and a collection of neckties along with a busy schedule.

8.???Keeps Busy

This #busy is not the bad kind of busy with meaningless and indecisive meetings. This busy means they have a long list of possible leads/prospects, possible engagements, key accounts, and client interactions with an ever-growing conversion rate. They help their #salespeople develop enough knowledge about technology and break the sales stereotype of “#pandering to the customer” and “customer is always right”, Customers may be always right when buying milk or candy but when they are procuring services of an expert, they expect honesty and professionalism. Someone who can relieve them from their pain, #transform their business, #save costs, and increase #revenue. Give their business a lifeline. They understand that if a client is too rigid before or during sales, it will be a nightmare to provide service to them.??

9.???Failure to land a project is learning

Because of continuous #prospecting, up-selling, and pilling up opportunities, failing to land a project due to any reason is not a turn-off for them. They don’t find excuses or blame others instead they learn from mistakes, never take anything for granted, and come back even stronger. Work on their and their team’s weaknesses, market their services more aggressively, and coach their sales team; keep their teams motivated and geared up for new prospects. They are always composed; satisfied that they gave it their all and don’t attempt to fight fate.

10. The Ultimate Negotiator

At any stage of a consulting project, they are the go-to #negotiators to get out of a complex situation. They propose #win-win situations and develop harmony amongst teams. The client recognizes their realistic approach and fairness in handling priorities, stakeholders, and the internal delivery team. They don’t cave to unrealistic demands, manage expectations and strike the perfect balance. Payments are received on time against desired deliveries and milestones with quality within deadlines. Every iteration is a success and both parties form a strong #collaborative environment where projects are completed with a smile on every face.??

and finally, they don't come #cheap. do you agree?