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Consulting skills checklist

The days of your university degree (bachelors or MBA) being all you need to know are over. The consultants who succeed know three things:

what to do (technical knowledge)
how to do it for individual clients (tactical knowledge)
how to get clients

The technical knowledge you need depends entirely on what your industry is. In Information Technology, for example, if you don't update your technical skills, you die as a consultant.

But no matter what your technical field, you have to have tactical knowledge as well. If you cannot work with the client and manage their problems, or if they can't find you, your business will suffer.

So your technical knowledge won't always get you through.

Work through this skill list and ask yourself "Can I do this?". If you can't, you've got some work to do before you can call yourself a master consultant.

If you'd like to consider some coaching or small-group training with Cindy Tonkin, check out these topics.

Working with clients	consciously use influence skills sell intangible ideas and benefits ask questions that will get the information you want build rapport with people
Choosing the work you want	know when you need to walk away from work know when the client can't afford what they need know when to/how not to compromise your reputation for a deal
Taking a brief	prepare physically for the meeting prepare mentally for the meeting make friends with the client find out what clients really want
Contracting with the client	talk about your fees put together a proposal create time lines and plans set up performance indicators and milestones make sure your solution fits with their vision and yours report on progress
Planning and managing work	analyse client needs plan activities, timetables and resources accurately calculate return on investment manage the project to meet your plan
Analysing	think critically about ideas, structures and systems analyse data you or your colleagues collect work out what the client really wants to know
Working with other consultants	work in a team build a team network across and outside your technical area understand team member personality types create strategic alliances
Presenting information	pass on information in an entertaining and exciting way write proposals, tenders, reports, marketing communications train others and make it stick present findings - in writing or in person
Managing yourself	manage your stress manage your time overcome harmful patterns in how you work know how to relax
Dealing with difficult jobs	overcome personal conflict between clients rescue a brief that won't work guide the client when they don't know what they want negotiate when 2 clients disagree tell the client the project is behind schedule
Dealing with difficult clients	tell the client they're wrong establish a project "owner" negotiate when the client doesn't like your ideas identify when you're part of the problem
Breaking a contract	get paid when the client is folding maintain business relations when the client personality sucks back out when you just don't "get" the client escape ambiguity when there is more than one culture or personality to deal with
Building business while on the job	manage clients to meet their/your deadline make sure clients get what they paid for get feedback on your performance review what you've achieved and where you can do better make sure clients pay you get references use clients to get more work
	Perhaps you'd like to work on your skills with individual coaching or small group training. Check out the courses and coaching topics Cindy can work with you on. Sign up now for an email letting you know when we add content to this site.

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