A short presentation I did to new joinees describing success in consulting

1. Stickies on my wall
Successful Consulting

2. Context :My Wall

3. Consulting defined
Consulting is
providing advice
in a
particular area of expertise
Consultant, a professional who provides advice in a
particular area of expertise
http://en.wikipedia.org/wiki/Consulting

4. In an Enterprise context, consulting is
PROBLEM SOLVING
What should be ?
How can I?
Where should I ?

5. All Consulting is not equal
BRAINS PROCEDURE
High diagnosis High execution
intensive intensive
Highly Programmatic
customized
High client Low client
risk risk
Few qualified Many qualified
vendors vendors
High fees High fee
sensitivity
David Maister ‘The Professional Services Firm’ Free Press 1993

6. And..
Clients need RESULTS and not just advice
A well known
consulting company
Consulting Advisory
Outsourcing Managed process
Technology
Technology enablement

7. Typical phases of any consulting project
Entry and contracting
Discovery and
dialogue
Feedback and decision
to act
Engagement and Extension, recycle or
implementation termination
Peter Block ‘Flawless Consulting’ Jossey Bass Pfeiffer 1981

8. Bloom’s Taxonomy
Why consulting is difficult?
Higher Order Thinking
Create
Evaluate
Analyse
Apply
Understand
Remember
Lower Order Thinking
http://en.wikipedia.org/wiki/Blooms_taxonomy

9. Success in consulting ..defined
Trust based
Breadth of business issues
Relationship based
Needs based
Service offering
based
Depth of personal relationship
David H Maister ‘The Trusted Advisor ‘ Free Press 2000

10. Learn to influence.. Without authority
Identify relevant
currencies, theirs
and yours
Influence Diagnose the
Dealing with through world of the
relationships give and other person
take
Assume all
are potential
allies
Clarify your
goals and
priorities
Cohen Bradford model
Allen R Cohen David L Bradford ‘Influence without Authority’ Wiley 2005

11. Need EQ in good measure
Personal Competence Social Competence
Competencies that determine how we manage
ourselves Competencies that determine how we handle
relationships
 Self awareness
 Empathy
 Emotional awareness
 Understanding others
 Accurate self assessment
 Developing others
 Self confidence
 Service orientation
 Self regulation  Leveraging diversity
 Self control  Political awareness
 Trust worthiness
 Social skills
 Conscientiousness
 Influence
 Adaptability
 Communication
 Motivation  Conflict management
 Achievement drive  Leadership
 Commitment  Change catalyst
 Initiative  Building bonds
 Optimism  Collaboration and Cooperation
 Team Capabilities
ICT AT The emotional competence framework

12. Hunt in herds..
 Recognize the roles
 Enable the contribution
 Allow the weaknesses
..Or .. Work in teams
http://www.belbin.com/content/page/49/BELBIN%20Team%20Role%20Summary%20Descriptions.pdf

13. Packaging is important
 Research Critique  Presentation
and collect inputs With colleagues
6-20 hrs 1 hr 1 hr
Audience Need
Develop
Sketch structure 
Or story board 30
1 hr Map 1 hr
slides
Generate Ideas Build slides

using sticky notes Development
1 hr 20-60 hrs time
 Organize
Rehearse
 36-90
1 hr
the ideas hrs
3 hrs
Nancy Duarte ‘Slide :ology’ O Reilly 2008

14. Work with organizational ‘dynamics’
BLOCKER SPONSOR
Power
WILLING
SLEEPER
WORKER
Commitment

15. Working HARD is NOT an option
Tasks out of zone of comfort
PRACTICE.. PRACTICE… PRACTICE
Tasks never done before
Multitasking Changing requirements
Project Manager, Lead Consultant, Process Consultant,
Organizational Change Manager, Communication specialist
Uncertainty Short notice projects
Learn on project Strange lands
Teach and learn Learn and teach
Consider commitments
Impossible turn around
sacrosanct
Introspect &
improve Unclear requirements

16. Subject matter expertise is also not an option
Breadth of knowledge in a broad area
Knowledge
From
• Daily reading
• Examination (Certification) oriented
study
• Participation in industry talks/
Depth and expertise in
podcasts/ webinars
area of choice
Skill
Convert
•By application
•Present/Write
•Develop a point of view/articulate

17. In conclusion
Success
= f
Attitude (i.e. Positive thinking + Learn-ability + Resilience)X
Competency (i.e. Talent+ Skills) X
Applied Effort (i.e. Commitment +Energy) X
Environment ( i.e. Position fit + Cultural Fit )

18. QUESTIONS
THANK YOU