Consultant Focus versus Contractor Focus
The terms consultant and contractor are often used interchangeably. We believe that there is a difference in what our clients expect of a consultant versus a contractor. A contractor usually fills a role that has operational characteristics similar to an employee. A consultant is filling a role with a specialized need in support of a project or initiative. The skills and qualities required for each type of role are different. A contractor generally performs the tasks as directed, fulfilling a prescribed set of responsibilities. A consultant brings unique thinking to the role, and is expected to be creative, innovative, provide advice and challenge the approach, to assist with setting direction.
Core Qualities of Great Consultants
While there are a range of approaches and types of work that consultants perform, we believe that there are a common set of qualities that enable you to become a successful consultant. These qualities include: working in teams as a leader or a follower; natural problem solver; translating complexity into simple pictures; detail oriented; self confident and self starter; and excellent written and spoken communication skills. These skills are developed through education, work experience, conferences and specialized training.
Consultants – Outcome Focused
There’s something unique about a consultant. We’re not driven by traditional employee performance measures, but by seeing an opportunity for improvement and being part of achieving it. What does that mean? It means that the fundamental source of our engagement and satisfaction comes from within ourselves. Our environment (boss, colleagues, work policies, spouses, family, children etc.) supports our ability to be successful. When in a supported environment, you see the traits of a consultants come out – inquisitive, thoughtful, logical, and action oriented. These traits combined with a passion for getting to a business outcome that provides organizations with value.
Building Client Trust
Building client trust is critical to being a successful consultant. Trust is established by three foundational elements – knowledge, perspective and delivery. Knowledge – demonstrates that you have the necessary skills and training to be viewed as a credible source of information. Perspective – ensuring that you always view problems and solutions from your client’s need and strategic value. Delivery – being known for solving problems and getting the job done.