20 Qualities of a Consulting Rock Star

20 Qualities of a Consulting Rock Star

As we close out the year, I’m reprising one of my most commented on LinkedIn articles. First published January 12, 2015, it’s just as relevant today as it was then. I’ve also expanded the original list of qualities from 19 to an even 20, and updated a few other things based the LinkedIn comments. Here’s to a prosperous 2018!

Let’s face it, not all consultants are created equal. Some can seemingly do anything with grace, style, and ease while others struggle to make anything happen. Over the last 20 years I’ve interacted with probably a thousand management consultants, from local independent practitioners to global “big four” advisors. Some are rock stars and some never will be, regardless of their education or what consulting firm they work for.

In a nutshell, a consulting rock star is someone who loves helping clients succeed, does whatever it takes to do so, keeps their word, effectively manages expectations, and produces A-quality work. They make the right things happen. They are smart, professional yet personable, excellent listeners with self-confidence, and possess deep expertise yet little-to-no ego. Bottom line, they are emotionally intelligent and engender trust through their character and competencies.

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See Something, Say Something: 3 Three-Word Tips

See Something, Say Something: 3 Three-Word Tips

As consultants, it’s our job to help our clients solve problems and operate at their best. Sometimes this is easy, particularly when the needed correction is related to a process or operational improvement. For example, “You can decrease your product return rate by moving the quality checks upstream in the process.” Frequently, however, the advice is harder to deliver because it’s more personal, like when a business leader needs to change a behavior or a team member is acting inappropriately. In these situations, we may think about saying something, but it’s too awkward so we don’t. We wimp out and, in doing so, we do a disservice to the company that hired us. We’re not being our best.

Over the years I’ve discovered three, three-word tricks to make delivering difficult observations and advice easier — and more effective.

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Two Reflection Exercises to Help You Work Smarter

Two Reflection Exercises to Help You Work Smarter

Everyone wants to work smarter, but when you’re self-employed finding time to work on your business, not just in it, is hard. You’re already so busy doing client work, where’s the time to make improvement? It’s even harder to step back and evaluate what you’re doing, not just how you’re doing it. Working smarter is about doing the right things, not just doing tasks more efficiently. 

But how do you know if you’re doing the right things? And what does “working smarter” really mean? Most businesses measure growth rate, client retention, revenue, and profit margin. However, as an independent consultant one thing is even more important—your own satisfaction and fulfillment, or literally your “internal rate of return.” You went out on your own for a reason—how is it working out?  

Below are two simple exercises to help you assess your internal rate of return and point you to working smarter. It’s best to do one or both either while you’re on vacation or just back from one, after you’ve cleared your brain a bit and caught your breath. Another option is to use your morning run or commute to think about these questions—no music, just listen to your thoughts. 

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Consulting and Coaching: Be Wary of Mixing the Two

Consulting and Coaching: Be Wary of Mixing the Two

If you describe yourself as both a consultant and coach, this article is for youThere’s a lot of grey area and overlap between the two. Many self-employed professionals go to market as both. For example:

  • Mary Smith: Executive Coach & Consultant
  • John Doe: Organization Effectiveness Consultant and Leadership Coach

Usually there’s nothing wrong with this. Nearly all consultants I know consider themselves coaches to some extent because they often have to get a client to do something, to say something a certain way, or to see something they may not want to acknowledge. Sometimes the consultant has to “hold up a mirror” to a senior leader and point out a disruptive behavior that’s hampering the project’s success.

But consultants are not executive coaches. There is a fundamental difference in how each approaches their work. Being conscious of which approach is required is critical to a successful engagement. 

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Independent Consultants: Excellence Begins Here

Independent Consultants: Excellence Begins Here

Have you ever dreamed about starting something and the idea just won’t go away?  You give yourself all sorts of reasons not to pursue it.

“I don’t have time.”

“Someone else has probably already done it.”

 “It’s too big. I’ll never be able to accomplish it.”

“I can’t commit to another thing!”

Or in my case, “I hate to write.”

But the idea still won’t go away.

Now, you start thinking about all the reasons you should do it. As you talk yourself into it, the idea spawns scores of related ideas, and you can’t not do it.

So here I am, launching this blogwhich will help you become a better management consultant and solopreneur.

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