| Consulting skills checklist |
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The days of your university degree (bachelors degree or MBA) being all you need to know are over. The consultants who succeed know three things:
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 |
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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. Cindy Tonkin can help you improve your business. Coaching by phone, email or in person. Corporate training for your consulting team. Visit Cindy's Practical Solutions to People Problems Blog. Visit Cindy's Consulting Business Blog |