Consultants—Will You Succeed?

Christine Lambden is a trainer of consultants. She demonstrates a deep understanding of what it takes to be effective and successful in any consulting field. Get a cup of coffee and enjoy Christine’s insights in this interview with Think Like A Consultant.

TLAC: If someone were starting out as an independent consultant and had his or her first client, what advice would you give this individual?

Christine: I’ll have to start with the standard consultant’s answer “It
 depends.” In this case, it depends on what the client is expecting from you. If you are starting out as an independent consultant with a background as a recognized expert in your field, your client is expecting to receive expert advice, so the most important thing is to ask good questions and listen carefully so that you can be sure your advice is appropriate to the client’s specific situation, rather than what you thought their situation was when
 you accepted the engagement.

If you are starting out as an independent consultant who offers a particular skill and your client is expecting you to produce something immediately (a website or marketing plan, for example), the most important thing is to be productive immediately. Show progress from the first day, and build questions and listening into your process after you’ve demonstrated your
 capabilities.

If you were hired to be part of a team of consultants for a project, your first priority should be to bond with the team, understand your role and responsibilities, and focus your attention on being a valued team member.

Every situation is different, but I think relationships are the most
 important asset in a consultant’s toolbox, and the best time to start
 building effective relationships within a client organization is the first
 day. Ask questions, listen, make a personal connection with as many people
 as you can, and smile a lot.

TLAC: Now let’s look at it from another perspective. In your experience, what would you say are some of the main reasons an independent consulting business will fail?

Christine: Unfortunately, this is an easy one to answer. First, I don’t think independent consultants fail—I think they give up. Many are frustrated by the amount of paperwork associated with contracts, billing, collections, taxes and insurance. They went into business to find freedom and instead feel more chained to their desks than ever. They miss the freedom of being able to do whatever they want on the weekends.

Others fall into the trap of getting too comfortable with one client and fail to maintain their networks. Then, if that client ends the contract they have to rush to find another client because they haven’t been balancing sales activities, networking and billable work during the engagement.

I’ve always been careful to keep selling even when I’m working, but it has not always been easy and there is no foolproof solution. The very few independent consultants that I’ve seen actually fail did so as a result of ethics issues. When you’re working for yourself, you may be
too close to some issues to effectively evaluate the situation and determine the ethical response. I think it’s important to have friends and colleagues in the same field that you can talk with about your business. Too many decisions look like they are “gray area” when you are up close, but in reality are clearly not.

On the other hand, every independent consultant I know has a deep, abiding confidence in themselves and optimism about their business—so these words of warning may provide some guidance, but I don’t think we will discourage anyone.

TLAC: Do you have a few specific tips that could help make the life of a consultant easier? Things you have learned from your own experience and from interacting with so many other consultants?

Christine: The best advice I can offer is also the answer to the question, “How do I get my first client?” Talk to people. Call your last boss and offer to buy her a cup of coffee in exchange for some advice. When you go to the bank to open your business account, sit down with your banker and explain what you have to offer. Bankers network like crazy, and they love to make connections for their customers. When the parent next to you on the bleachers at your kid’s soccer game says, “What do you do?” be ready with an answer. Make sure your profile on LinkedIn.com accurately describes your talents and skills, and then join the conversation in LinkedIn Groups. People will connect with you and someone may send you a referral. Tell everyone you meet what you do and ask if there is anything you can do to help him or her.

As a consultant, your job is much more than just to produce a deliverable. You can influence the opinions, actions and decisions of the people in your network. Build and nurture your connections and your network will support your business.

Oh. One more thing. I strongly urge every consultant to register for a Consulting Skills Workshop with Consulting Stance. If there isn’t a workshop scheduled in your area, contact me and we’ll try to set one up. Good luck!