The Making of a Consultant The Keys to Establishing a Successful Consulting Career potx

**** Table of Contents Introduction to Consulting Why I wrote this Book Pathways to Becoming a High-flying Consultant Essential Consulting Skills and Competencies Strategies for Developi

The Making of a Consultant The Keys to Establishing a Successful Consulting Career

By Silvester Hwenha Smashwords Edition

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Published By Silvester Hwenha on Smashwords

The Making of a Consultant:

The Keys to Establishing a Successful Consulting Career

Copyright 2011 by Silvester Hwenha

Smashwords Edition License Notes

This e-book is licensed for your personal enjoyment only This e-book may not be re-sold or given away to other people If you would like to share this book with another person, please purchase an additional copy for each person you share it with If you're reading this book and did not purchase it, or it was not purchased for your use only, then you should return to Smashwords.com and purchase your own copy Thank you for respecting the author's work

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Table of Contents

Introduction to Consulting

Why I wrote this Book

Pathways to Becoming a High-flying Consultant

Essential Consulting Skills and Competencies

Strategies for Developing and Managing a Successful Consulting Career

Where and How to Find Business

Key Takeaways

Introduction to Consulting

Consulting is a lucrative and exciting knowledge creating industry Whether it’s in the business or non-profit sector, there are always clients seeking innovative solutions to business and development problems and challenges There is always a demand for individuals with expert knowledge, experience or specialized skills

As a consultant you are your own boss, you can work from anywhere and you create a flexible work schedule to suit your lifestyle You determine your own professional fees You choose whether to charge for your services per hour or per day You decide when to accept

or decline work contracts You are virtually in control of your career

Appealing as this is, consulting is a very challenging and demanding occupation You must always differentiate your skills and services to get the attention of clients Skilled as you might be, you do not have a guaranteed salary every month The competition from other consultants is often tough Clients do not continuously require the services of consultants and

so there is often down time when the market is dry And some clients, no matter how good your work is, will just not pay on time

However, even with all these challenges many consultants have found success, are sought after by clients and are always being invited to seminars, workshops and conferences But there are also many consultants who continuously struggle to find clients and for whom success remains elusive

So, what sets these consultants apart? In other words, what makes a successful consultant? There is no magical answer to these questions There are no secrets in consulting either But, broadly speaking, the answer lies in how individual consultants develop and manage their careers

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Why I wrote this Book

This book deliberately focuses on the non-profit sector because of the author’s experience working for regional and international non-governmental organizations (NGOs)

Furthermore, the work being done by non-profit organizations is uplifting and supporting communities all over the world Their work is impacted by the quality of services and advice they receive from consultants This book intends to provide consultants with ideas and skills

to enable them to make a greater and positive impact on the work of non-profit organizations

Although the focus is on the non-profit sector, consultants in the business sector can benefit immensely from this book

Generally, consultants in the non-profit sector are hired for three major reasons:

1 To provide expertise not resident in the organisation and is only needed intermittently to warrant creating a full time position;

2 To fulfil conventional development practices such as the requirement for independent assessment of projects or programs; and

3 To perform functions or provide services that are deemed uneconomic both in terms of cost and time to carry out and manage internally

Despite the important role consultants play in development, consulting is not yet a formal discipline in most institutions of higher learning Therefore, acquiring consulting skills and expertise remains an experiential process and the responsibility of individual consultants This book is intended as a resource to assist consultants to bridge this gap

The book provides career development strategies, knowledge and tips to those individuals

intending to get into the consulting industry For practicing consultants this book offers

strategies for career management and business growth The following pages are dedicated to

discussing and guiding you through four key consulting aspects that will lead to a successful consulting career These are:

1 Pathways to becoming a high-flying consultant

2 Essential consulting skills and competencies

3 Strategies for developing and managing a successful consulting career

4 Where and how to find business

Bear in mind that this book will provide you ONLY with career management strategies and tips NOT technical skills in your chosen area It is your responsibility as a consultant to develop the relevant technical skills, to understand your target market and to develop and meticulously deploy appropriate services to meet their demands

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Pathways to Becoming a High-flying Consultant

What does one need to do to become a consultant? Can anyone become a consultant? Perhaps you have asked yourself these questions This section will answer these questions for you Just to remind you, consulting is not a regular job As a consultant you are hired to provide expert knowledge or skills for short durations ranging from a few days to a couple of

months Anyone determined to put in the hard work to develop exceptional skills can be a consultant It is impossible to become a credible consultant without a solid educational background, proven professional experience and/or specialized skills

There are different pathways by which you can become a consultant and build a reputable career The three common pathways are discussed below

Superior educational qualifications: Sailing through college and graduating as an average

student is not solid enough a foundation on which to launch a consulting career Your

qualifications serve as an indicator of what you know and how well you know your subject area In consulting you need not just be good enough, you must become the best in your subject area Overtime, work experience may compensate for low grades in college

In the corporate sector most consultants have at least a Masters in Business Administration (MBA) Apart from attaining a tertiary qualification, the process of learning, especially at a higher level provides a variety of other skills such as analytical and strategic thinking skills that are vital in consulting

In the development sector a bachelor’s degree and several years of experience as a

practitioner in your chosen field are necessary to launch a consulting career Advanced degrees often become necessary to qualify for international consulting assignments There is

no substitute for knowledge and education in consulting If you are keen to develop your profile as a high-flying consultant, audit your skills and see where the gaps are Get that additional qualification that can set you apart and propel you to further success

Become a pioneer in a niche market: Every now and then there is a topical issue in the

development sector Some quickly become fads while others are more enduring In recent years governance and leadership, HIV/AIDS, and orphans and vulnerable children (OVC) have become and remain topical issues Pioneering professionals in these fields have taken the space and asserted themselves as experts Depending on your field of expertise you could catapult your consulting career to success by being a pioneer in a specialized area or topical subject

As a rule, it is difficult to go into an established market without facing fierce competition Why not find that niche market that suits your set of skills and develop unique services

Always be on the lookout for developments in your area of expertise and be among the first

to respond to new and changing needs For example, medical doctors and nurses are now

consulting for NGOs focusing on reproductive health, clinical issues related to HIV/AIDS, malaria and other diseases

Professional work experience: The traditional route to become a consultant is by acquiring

professional work experience in one’s field over several years But it is not as simple as that You must develop specialized skills and knowledge in your field You must also keep abreast

of new developments in order for you to remain relevant

Writing and publishing professional articles will further create a solid background from which to launch a consulting career You will further assert yourself in your field by

attending and speaking at professional gatherings such as seminars and conferences

Alternatively, the other way of becoming a consultant is by working for a consulting firm learning the skills and acquiring experience over time If you choose this route understudy the senior consultants and commit yourself to learning the necessary skills in your field Get involved in consulting assignments and consistently apply and hone your skills Be creative and always strive for excellence and be open to feedback – that’s what builds you as a

consultant

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Essential Consulting Skills and Competencies

Becoming a consultant is not a game of chance It is a conscious professional decision It must, therefore, be based on solid professional experience, knowledge and exceptional skills Without these qualities chances of being a successful consultant are remote

This section focuses on the vital skills that will enable you to stand out and achieve success

as a consultant The list is not exclusive but the skills discussed are essential in getting your career off the ground Given that consulting is a dynamic industry, you will need to keep on developing new and relevant skills to sustain a successful career

Demonstrated technical competence – This goes without saying If you are a Monitoring and

Evaluation Specialist, a Training Expert or whatever it is you are good at, you must be able to demonstrate your competencies You must have thorough knowledge of your specialist area

in order to convince clients to hire you However, while technical skills are essential in

consulting they need to be complemented by ‘soft’ skills in order to enhance your

performance

Analytical and problem solving skills – Consulting is about providing solutions to problems

Successful consultants are competent problem solvers You must have an analytical mind and ask relevant questions in order to identify root causes of clients’ problem Sometimes clients are unaware of the full extent of the problem and it becomes your professional responsibility

as a consultant to surface and fully define the problem In some instances clients maybe fully aware of what the problem is but are just not sure what the best solution could be In either situation it is critical that as a consultant you establish the same understanding of what the problem is with the client before working through to find potential solutions

Negotiation skills - As a consultant you are constantly negotiating fees, working

arrangements and timelines, and assignment details with clients Poor negotiation skills may make you come out as greedy or arrogant Always use you negotiation skills to arrive at win-win solutions Consulting is not a win-winner takes all game The outcome of the negotiating process must always accommodate the client’s concerns You will lose clients if you fail to embrace their views and concerns during the negotiation process While as a consultant you must have a firm position remain open to other opportunities and possibilities that the client may present to your advantage

Writing skills – Writing is a vital skill in consulting If you are going to make it as an

independent consultant, you must improve your writing skills Poorly written proposals never get a second chance and shoddy reports are rejected by clients Successful consultants write winning proposals and excellent reports But that takes time to master and the best way to master the art of writing is by writing If need be attend a business writing course or get a professional editor to proofread your work before sending it off to the client

Presentation skills – When you get the opportunity to make a presentation to a client you are

often a step closer to winning a work contract Your presentation skills become the difference between winning and losing the contract Your presentations must be powerful, engaging and persuasive Show confidence, speak with an audible voice and maintain eye contact with your audience Even when you are presenting a technical report, make it simple and easy for your audience to understand Always rehearse your presentation before you make a presentation to

a client You develop confidence through practice Always support your presentation with relevant audio and visual images Familiarise yourself with Microsoft PowerPoint or other visual presentation software to make professional presentations

Personal marketing skills - Marketing skills are an asset when it comes to selling yourself

and your services Your marketing pitch must present a compelling value proposition and must address the client’s problems You must be clear what services you offer and how these will add value to the client Remember that how well you implement assignments is also a selling point You will get repeat business from clients if your work is of the highest quality and carried out meticulously

If you want your clients to take you seriously support your marketing proposition with relevant professional paraphernalia For instance, you must have business cards with your contact details It is always embarrassing to use a notebook when exchanging contact details with clients and other consultants You could also have professionally designed fliers or a brochure that describe your services You could even develop a simple but professional website for your consulting practice Remember that consulting is a very competitive

industry and you can only remain in the clients’ view by continuously positioning and

marketing yourself

Teamwork and leadership – Some assignments require that you work in a team Develop the

ability to relate to other professionals Working in a team means you must be able to embrace different personalities and opinions Focus on the goal, play your part and support other team members Ultimately, when working in a team the outcome is a result of collective effort Remember, when in a team you either win or lose together Be a team player and win

Sometimes while in a team the responsibility for managing the team may fall on you as lead consultant or project manager Your leadership skills will become vital in these situations and will enable you to guide the team towards successful completion of assignments You can only be an effective leader if you listen, guide and motivate your team to succeed

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Strategies for Developing and Managing a Successful Consulting Career

Consulting is a dynamic knowledge creating industry Nothing stays the same New

research is always bringing in new knowledge and influencing how organizations work and implement their programmes Clients are always looking for current and cutting edge

solutions to problems Consulting in this dynamic industry requires an equally dynamic career development strategy capable of responding to industry trends As a consultant you must stay abreast of new developments in your field Whatever you do, stay on top of your game

This section will provide strategies on how to establish your career as a consultant It will also show you how to manage your career and build a successful consulting practice You can easily build your career by following the steps below:

Identify your career development needs

Consulting is for seasoned and skilled professionals It is a challenging profession and requires hard work It also takes a clear vision and a lot of drive to become a successful

consultant But where do you start? Like everything else worthwhile in life, you need a plan for your career

Start by taking an audit of your skills You must know what your competencies are Take

out your curriculum vitae and list the various positions that you have held over the years

Also list the variety of skills that you needed to accomplish your work This process will help you to see what you are good at and the skills that you have You must be very clear about what you do so well that could benefit client organizations

Once you have taken an audit of your skills, the next step is to determine what you can do with those skills to benefit clients Study the market and find your own niche where your skills are required Define in very specific terms the services you will provide to your target market and aggressively market yourself Make sure you are offering unique services If you provide generic services that other established consultants are already offering you set

yourself up for competition You will have a great advantage if you differentiate your

services

The next step is to project into the future and see what additional skills you must learn in order to continue to deliver quality services to your clientele Take concrete steps to acquire the necessary skills that will enhance your personal effectiveness For example, enrol in a course whether it is for a class or online However, remember that no matter how much you prepare, consulting will always present challenging tasks At some point you may just need to jump in and swim

If you are already consulting, refine your career development plan following the steps suggested above If you are still employed in a regular job you may want to start

implementing your plan while you are still at your job Most aspiring consultants quit their jobs too soon and then find themselves looking for a regular job again after a few months Consulting is never a smooth ride, especially at the beginning Getting work contracts is not guaranteed, sometimes clients do not pay on time and the projects often dry up Therefore, do not quit your job until you have created a reputation and loyal clientele for your services While at your job, don’t consult ‘undercover’ Inform your employer and negotiate a suitable working arrangement Some employers will require you to remit a percentage of your fees to the organization for every assignment you secure Choose what works for you and your employer Quitting your regular job is a major decision and so is embarking on a consulting career Give it serious thought

Develop a business strategy

As an independent consultant you immediately need a business strategy to develop your career and grow your consulting practice The time to start is now Your business strategy will help you to focus your energy in doing things that matter There are various online resources to assist you to develop a business strategy But the bottom line is that it should provide you with a clear roadmap that will lead to success Implement your strategy with a consistent touch of professionalism Clients are always inclined towards doing business with consultants who can demonstrate such business ethics as professionalism

Your career development strategy must revolve around the following key areas:

Business development: You need clients to grow your business so make sure you dedicate

adequate time to sourcing new business You must also know where and how to find and secure new opportunities (more details on this below) Establish professional networks with potential clients Networking is a very critical part of consulting Attending professional seminars and conferences will enhance your awareness of key players and up-to-date

developments in your field In most countries, international donor agencies and NGOs have established sector technical working groups (TWGs) or reference groups where current and topical development issues are discussed These networks are free and attending meetings and workshops with such groupings will benefit you tremendously In addition to gaining up-to-date knowledge in your field in the development arena, you also have an opportunity to establish useful professional contacts

Proactively open communication lines with your peers and exchange business cards

Simply being in the same room with your peers is inadequate Approach and engage with your peers You may also want to create your own network of key people from which your business can benefit Send them reading resources including recent publications in your field Keep the relationship professional Do not send them chain emails or jokes

Establish mutually beneficial business partnerships and find more ways to collaborate rather than compete with your partners Your first few assignments may as well be through sub-contracting by more established consultants Use these as a platform to launch your consulting practice With time you will develop the confidence to secure and deliver on assignments by yourself Make sure to keep your finger on the pulse of the consulting market

Be aware of any new developments and continuously upgrade your services and re-position yourself to remain effective and visible

Executing assignments: Approach all your assignments with an unwavering commitment to

excellence and be prepared to work long and odd hours Be honest about your expertise, know your limits and take work that you can do and do it well Create a brand by consistently

focusing on your area of expertise and sticking with it Clients must know what to come to you for

Continuous learning and skills development: The consulting industry is a dynamic knowledge

creating industry Continuous learning and upgrading of skills will reinforce and uplift your career You cannot have a stagnant career in a moving industry without risking being

redundant Read widely and learn new skills to remain on the cutting edge of the consulting

industry

Use your knowledge and experience to publish articles, papers, or books Always request to

be acknowledged on any reports that you write for clients That way you easily and quickly build a reputable record of publications and asset yourself as a guru in your chosen field This obviously increases your chances of getting new and more business

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Where and How to Find Business

Money is the life-blood of any business! Without regular income the business grinds to a halt Therefore, looking for business must be a top priority and must be performed with sustained aggression in order to generate a steady flow of income Unfortunately, some consultants go for extended periods at a time without work because they do not know where

or how to find work As a result, they often have cashflow problems and are forced to quit consulting altogether and opt for a regular job with a guaranteed salary There are several sources and ways by which consultants could get business as discussed below

Print media: The most common source of work utilized by client organizations is the print

media Subscribe to popular newspapers in your country or city in order to receive daily editions delivered to your door-step Browsing the newspaper everyday ensures that you do not miss any tender advertisements Subscribing to local or regional business magazines is also advisable only if you are sure that they regularly advertise relevant tenders Some

organizational networks run newsletters that could also carry advertisements of potential consulting jobs Get onto mailing lists of any such newsletters

Electronic media: The web has become such a gold mine of information Most clients post

tender adverts on their websites Regular visits to client websites will definitely increase your chances of finding potential work In addition to client websites there are also websites

dedicated to different fields in the development consulting industry A few examples are shown below