Generally consulting is taken as a career for specialists. But if we go as per definition and general understating then whoever helps us by giving an advice is a consultant like lawyer, teacher etc. Even the mechanic who tells us how to take care of our vehicle is a consultant to us because he knows whats our problem and what solution we are looking for.
First thing which I learnt from Anil sir class about consulting is how to be authoritative without having any authority. A consultant generally doesn’t implement a solution. Its upto clients how they want to execute the suggestion given by consultant. Client knows whats his departure and whats the arrival, consultant only navigates how to reach there. We first need to take care when we first meet to our client. Most important thing is our body language because its give our first impression. And it includes everything like our way of dressing, walking, talking etc. There are some qualities which a good consultant should have:
1. Patiently listening
2. Understanding what client s saying
3. Communication
4. Home work – client details before meeting
5. Structuring content in an impressive manner
If any of the quality is missing then assignments can go to wrong direction which is harmful for both client and consultant.
Next is how to understand a problem. A good consultant has 5 Q’s to understand client’s problem:
1. What are we trying to do?
2. How will we know that we are successful?
3. What would go wrong?
4. What counter measure do we take responsibility for?
5. Who, how often, when, where is the review process?
Once all these questions are answered correctly, both consultant and client have proper understanding of the problem and also they know how to tackle the problem and how to work together. Because its about a perfect marriage. If any of the marriage partners is not happy then relationship will never develop.
If a problem is not really understood or there is any kind of confusion then there is another way to clarify ad that’s called role reversal. Here consultant play client’s role and vice versa. In this way both understand that what are they dealing with and how to understand each other.
There are many consultants which talk to people, solve their problem but are not able to make a good relationship. And its all about making relationship with people. Here are some of the key things which needs to be taken care of before when we talk to people. Its called breaking the ice:
1. Enjoy the environment and the people
2. Be curious about the people to whom you are meeting with
3. Be attentive to person who is present in the room, specially to one who is talking
4. Always ask open ended questions
Once a relation is developed and also problem is understood then the next step is to add values to the work for which client is looking. A consultant can create values for the client but if the values are not realized then its of no use. Consultant should fill the gap between value creation and value realization. One of the factors which is very helpful in this is compassionate authentic behavior. A consultant should communicate what is really happening not what client wants to listen and which can be harmful to both client as well as to consultant too. A good consultant should learn how to say “no” in a perfect manner. Because its not only about giving a solution but also about maintaining relationship. Again there are 3 points to understand the real problem:
1. What is the problem appears to be?
2. Whats others contribution to the problem?
3. Whats client’s contribution to the problem?
Its very essential to find the answers to these questions to understand the real problem. There are 3 types of consulting:
1. Working as an expert
2. Working for client
3. Working with client
Best way to work is to work with client and also make him feel that he is also accountable for the suggestions and solutions. And last but not the least is to accepting feedback. It is very much important to ask client to give feedback and to listen what being said. Feedback tells us where we can improve and make ourselves better.
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