Many consultants act like contractors. In other words they take orders and do a job, like an employee but not. They get paid well, they’re happy.
From the client’s perspective they get someone who’s competent and does as they are asked. The client’s employee/revenue ratio looks good on their accounts, they’re happy too.
And the client’s shareholders figure the business is being run well, they’re happy too.
It’s a happy-fest!
Then there’s another type of consultant. They’re driven to make things better. To improve the client’s condition. This requires them to do more than an outsourced job. It requires their initiative, external perspective, and ability to influence.
They are the value creators, not order takers. They are the best choice as business developers for growing a consultancy.
Score yourself (1-10) against these 6 traits of a value creator.
- Noticing what can improve for the client. Opportunity spotting.
- Not waiting for someone to tell you what to do about that.
- Taking active steps to make things happen.
- Packaging your ideas and propositions in ways that provoke and start meaningful conversations.
- Getting on the radar of the client organisation’s decision makers and influencers.
- Following failure, or success, doing it all over again. The next value creation opportunity awaits!
If you decide you’d like to get better at value creation ask yourself the following questions:
- If changed, what will give my client better results?
- Which decision makers and allies do I need to influence and enrol to make that happen?
- What are the first actions needed to make my idea a reality?
- How will I challenge things in ways that are provocative and keep rapport?
- What meetings must I convene and lead to engage the key stakeholders?
- How will I turn success and setbacks into feedback that guides my future work?
Now that’s a plan.