I passed out in 2001 and then worked (have been working with) top consulting firms globally. I initially worked with Deloitte, CRISIL and now with PricewaterhouseCoopers in HR Consulting. Consulting is a specialised nature of profession and success of a consulting firm depends on its innovation and expertise in the solution ... and hence, strategy/management/HR cosnutling, is a different ball game than the line function. I worked in the areas of Organisational Reforms, Structure, Job Analysis, PMS, Training and Capacity building etc. with different clients (mostly government) and I would like to share few insight of the Consulting skills and how it is different than the line function. I think, this would be useful for aspiring consulting professions.
Why Consultancy?
Some of the prominent reasons for client's taking consultancy services are i) Lack of internal expertise ii) Lack of adequate research iii) Lack of expertise/experience of such nature of assignment elsewhere (in order to minise the risk and chance of failure) iv) To have a neutral view on the issue/problem.
However, it is NOT for validating/singing of an important decision by the manage (unfortunately, though it is prevalent)
Skills for Consultancy?
As mentioned, consultants are expected to have the thorough knowledge of the subject matter (at least expected to have) and advise the client on the problem/issues. The solution has to be effective, useful to client, innovative and most importantly, implementable.
And hence, the skills are:
1. Analytical skills (to understand the problem)
2. Listening skills (to listen to the client/what he/she wants)
3. Client management/customer relationship
4. Research ability
5. Effective communication (presentation, reports, proposals, EoIs)
6. Thinking ability (generating solution to the problems/complex issues)
7. Overall good personality/grooming (i agree, it is artificial and has nothing to do with the person's ability; however, it is desired....but not mandatory skill requirement).
What you can do to join Consulting?
First of all thoroughly research and find out your interest (i know few people who doesn't know, even after 10 years of their professional career, whether which functional line/discipline interest them more)...and hence, it becomes important to know yourself first..introspect....and decide.
Secondly, read thoroughly about general management and the area of your expertise. Keep yourself updated about the latest happening of the field...after all you would be a consultant and expected to know everything....;)
Thirdly, keep eyes and ears open, notice changing political environment, policies, development! They do help!
Fourthly and importantly, learn to be "less Egoistic" as you would often have to bend to the desire of your client...also learn tact and diplomacy....however, this doesn't not mean that you compromise with your ethics.....Be firm and honest to your client....
I guess....this is enough for beginners....if not, please write to me at mehulbpandya@gmail.com.
Keep checking space for more writtings!
2 comments:
I really enjoyed your suggestions and insight regarding consulting. It’s evident that you have a good amount of experience in consulting for some reputed corporations. Regarding why companies hire consultants, I do agree with the fact that they look for someone external who has an unbiased and neutral outlook. Besides, as you mentioned later, specialization is a very important thing. These companies hire consultants who specialize in a particular field. In addition to that, a consultant also brings a lot of experience while working with other companies, and hence he/she might have previous experience dealing with a similar situation.
Also, I do agree with the fact that to be a good consultant, one has to forego all the “egoism”. A good consultant learns from each opportunity presented and reaches out for solutions from every corner by keeping his/her eyes and ears open all the time.
I think consulting is indeed a unique experience and while there is a lot of speculation around whether it truly adds value or provides practical solutions, I agree with your write-up in terms of the fact that special skills are required and the ability to accept at times that a client might know more than you !
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