By Nicholas Bergan
Faculty Member, Marketing at American Public University
Independent consulting is a hyper-competitive arena with many consultants searching for engagement opportunities and contracts. So, what makes one consultant a better fit than the others? A recent trend within business consulting is that you can differentiate yourself based on an academic degree or certification in a specific discipline. For example, the foundational knowledge gained from a degree in information technology would be transferable to managing a customer relationship management (CRM) implementation for a partner business. Ultimately, the consultant’s professional experience will be the key differentiator.
Consultants operate in many industries with the primary purpose of providing unique solutions to a business problem. Generally, consultants specialize in offering a specific skillset, are experts in their field, and can readily demonstrate to management that their solution offered is the best option. Often this requires that the solution be repeatable and scalable to accommodate changing business needs. It’s also vitally important that consultants have the ability to scope and analyze multiple and complex industries from the client’s point-of-view.
Here are some other key characteristics of an effective consultant:
- Transferable program management and technical skills
- Communicate effectively with many levels of management
- Develop multiple solutions to a problem
- Establish networking skills and quality references
- Demonstrate a strong return on investment for services rendered
Association memberships and professional networks can help you build your “solopreneur” career. Consider joining associations in your region that are specifically targeted to contractors and consultants. The Association of Professional Consultants is a robust network that helps with placement for interim or ongoing projects for various companies and organizations. You will mostly find that these projects require very unique skills.
As a consultant, you may not have all the answers, but your ability to effectively communicate to leaders at all levels is an essential proficiency. Part of being a good communicator is being a good listener. Knowing exactly what your client needs, and when, can never be underestimated. You must learn and understand how the business operates and how to adapt your solutions as they’re communicated by the client. Another advantage of being a good listener is that it will help you to gain the trust of the organization and to get a better understanding of their long-term goals. I cannot stress enough just how powerful interpersonal communications can be in elevating a consultant’s reputation and ability to deliver impactful solutions.
Overall, consultants need to have the personal drive and desire for excellence that often goes above and beyond the client’s own ability to resolve the business problem. As an independent consultant, be sure to prioritize your clientele, manage your professional network and association affiliations, and study the dynamics and culture of the companies for which you plan to help.
About the Author:
Nicholas Bergan has a Masters in Economics from Florida State University and a Bachelor of Science from St. Louis University. Nicholas has worked in the field of Economics since his attendance at St. Louis University where he worked for the Federal Reserve Bank as a Data Analyst. While Nicholas was attending school at Florida State University he worked for the Florida Department of Education as a Management Consultant.
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