Starting up as a consultant

“In matters of great importance, it is style and not sincerity that matters” – Oscar Wilde

One of the most important qualities of a consultant is to build credibility quickly – with the client, with their team and in their firm. Early impressions count heavily. The first two-three weeks of consulting are the most demanding for a fresh consultant looking to establish a good early impression. I would dedicate this post to sharing learnings from my experience that could help a fresh consultant ace this early challenge.

Always be on time. I cannot stress the importance of this enough. In the American workplace, punctuality is expected by your colleagues and clients. Set multiple alarms in the morning. Skip breakfast if you’re rushing, but be 5 minutes early at client site. In a couple of weeks you’ll smack of dependability, which will go a long way in your relationship with the client.

In meetings, listen well and contribute confidently. Never let the client feel that you are an intern. Firms won’t pronounce you as an intern in front of the client. You are expected to perform like a seasoned consultant. However, I would stress listening much more than speaking. Jot down your notes, form your ideas and speak impactfully at the right time. In a large meeting, I personally prefer to carefully rehearse talking points in my head, and then deliver them succinctly, clearly and confidently.

Consulting firms are looking for new ideas, frameworks and models to solve problems all the time. Develop new models, nurture new ideas when you have some time off your responsibilities. Then take these models to your buddies, the partners, and to your clients. These go a long way in convincing your firm that you bring fresh thinking to the table. If you do implement your model, make sure you highlight appropriately. Share the model, write a case study, put it on the knowledge base and present your work to partners.

Network well. Seek advice of experienced folks on how to shape your internship. Their inputs will not only be immensely useful to your project, but will also give you an insight into its culture and what it takes to be successful in the firm. Offer to work for your partner, project manager or buddy beyond the project. Help out in writing proposals, SOWs, project plans, etc. These are very tedious document that people are always looking for help on. You’ll be a super-valuable asset to them and they will back you for a full-time offer.

Finally, always be cognizant that the client is paying a huge hourly rate for your work. Always push yourself to deliver value that is greater than that rate.