Succeeding in Consulting

Consulting is the art of sourcing information, ideas and guidance from a more knowledgeable person or organizations for solving a present problem for a fee.

It involves drawing from one’s experience, outsourcing of information or maximizing professional advantage in tackling issues especially where the client has lesser capabilities. The key demand is finding most suitable answers to questions.

Succeeding as a consultant demands a lot of professionalism both in approach and practice. It calls for adequate interaction and listening to your clients attentively so as to understand and place yourself in the person’s stead. To achieve this you must be more of a listener. Your listening must be directly related to the intelligent questions you are asking. This will help place you in the person’s position and you understanding his or her ultimate goals.

The consultants first and foremost duty is to understand the singular end result the client wants to achieve. Secondly, a proper analysis of the clients’ attitude, workforce, public perception, product or services and environment must be made before a lasting solution could be fashioned out. This step is totally unavoidable due to the fact that many challenge of today many have its root from an unexpected zone. Thus the needed answer may be more remote and ordinary than expected.

Lets look at this example-

A couple asked for the services of a consultant in drawing out an investment plan for their children aged 15 and 18 respectively. Both of the couples are working and earning comfortable income. The proceeds from the about to be made investment will totally be set aside as an inheritance for the children.

The consultant found out the following-

The couple do not need the proceeds of the investment
They want their children to be financially ok
The children are not part of this plan, which is the most concern.
The consultants’ recommendation stunned the couple. According to him, the right step to take is to bring in the children in to the financial planning and drill them on the nitty gritty of investment and further guide them as they begin to invest.

Why must this approach adopted?

The investment and the fortunes are meant for the children and not the parents. They may meet the money latter in life and mismanage it, thus the financial independence planned by the parents is defeated.

Adopting the problem solving attitude from the remote area makes the consultant more result oriented, appreciated while earning more. On the other side, your clients demands are meet while establishing a mutual trust above that of business associates.