I've just come off a conference call to a class at the University of Texas. I was there to answer questions on the nature of consultancy and it was an interesting experience. To be honest I feel a bit of a fraud. While I have been asked to consult on many occasions I have never had to sell myself as a consultant, or been through consultancy education of any type. In fact on two occasions where I was looking for a job as I was told by partners in large consultancy firms that I had none of the necessary qualities. I have come to see that as a complement by the way.
One of the questions was a request for wisdom (oh my god I must be getting old), to wit what advice would I give a person starting out. Thinking about it I came up with these (other ideas welcome):
- Join a small company where you are going to be thrown in deep end early. That way you will find out if you can cut it before it is too late, and you will have a more interesting life than acting as utilisation fodder.
- Work very hard on building and creating your network, not just in your firm but with clients, academics and others. Above all read, read and read more in related fields, rather than consultancy magazines and management text books. You have to be curious, and diverse in your reading and learning to do the job well.
- Go the extra mile, you are selling value not time. It's what people do with your ideas that count, but don't be afraid to walk away if nothing meaningful is going to happen. If the client wants to make something happen, help them even if you don't always get paid for the time.
Given more thought I could come up with a better list, but for tonight that was it.
Comments (6)
Dave, I agree with your list of 4 things (#2 contains two good and separate ideas: networking and continuous learning). In fact, I think learning spans all 3 areas (jumping in, networking, and going the extra mile). I've been a consultant for the Big 8, a 50-person shop, and now my own firm, and I call #3 "being contribution." So yes, I get paid, I have fun, and I learn - but I also get to make a contribution to people & organizations.
Two recommended books on my desk at this moment: Peter Block's "Flawless Consulting" (I have been using this one for a while) and more recently Daniel Pink's "A Whlole New Mind" about creativity, design, and thinking.
Posted by Ron Dimon | October 23, 2007 9:45 PM
Posted on October 23, 2007 21:45
Establish principles that reflect your values. They will be challenged, and if you want to remain true to yourself it's best to articulate them before you enter the workforce. Without them, you may compromise, over time, elements of what really matters, and not recognize the face in your mirror years down the road.
Posted by John Bordeaux | October 24, 2007 12:19 AM
Posted on October 24, 2007 00:19
a) Gerald Weinberg books and blog:
http://secretsofconsulting.blogspot.com/
b) It is generally considered that you need ten years hard work with access to world class resources to become an expert at something, and that was the time to consider becoming a consultant. Things are different now, but, apart from the obvious advantages to the client, it gave the individual a chance to establish a home life before hitting the road.
c) Described as 'the existential dilemma of consulting'; how to mix high-performance opportunities (that make money and happy clients) with high-learning opportunities (that keep you fresh). Avoiding the 'best before' date is the difficult thing once you are in the 60+ hour week routine.
Posted by Brian Sherwood Jones | October 24, 2007 8:12 AM
Posted on October 24, 2007 08:12
We are indeed humbled by the privilege to sit at your feet O Wise One
:)
Posted by Aiden Choles | October 24, 2007 2:53 PM
Posted on October 24, 2007 14:53
any more that Aiden and it may be necessary to attempt humiliation rather than humbling .....
Posted by Dave Snowden | October 24, 2007 8:00 PM
Posted on October 24, 2007 20:00
It would be a worthwhile flogging Sir.
Posted by Aiden Choles | October 24, 2007 9:10 PM
Posted on October 24, 2007 21:10