Being a Consultant - Part II
<continued…>
But let’s say hypothetically that you know something and that what you know is needed in the market.
Now back to Grace’s question to me: What does being a consultant mean? There are a lot of jokes out there about consultants…one that comes to mind is the cartoon of the homeless man standing on a corner with a sign that says, “Will Consult for Food”.
My model or template, which has evolved through the years, is that of a straight-shooting parent. Parental in that I feel the need to take care of my clients – to not let them do things that are not in their best interests. Keep in mind that a large core of our business is helping clients migrate from one software platform to another. This is a difficult and stressful endeavor for our clients – some of them ‘freak’. I must not. Thus, the parental model – for me.
The straight shooter portion is partly due to my genetic disposition. Can’t help it – to be any other way doesn’t make sense to me. But also, clients appreciate the truth, even if it is hard to hear. It can be delivered gently, but it still needs to be the truth (and must be done). It also means leading our clients and doing what is in their best interests which is not the same as doing what they ask you to do. Sometimes they are one and the same, but not always.
An example of this: On more than one occasion, during the discovery portion of a software implementation I’ve been told that the implementation has to be done by ‘X’ date. I usually ask why that date. The answer (reason) given back to me is either a good one or a bad one. If it is a bad reason then I do not necessarily create their implementation materials to coincide with their date if I think their date is not in their best interests (meaning a lousy and more-painful-than-necessary software implementation). When it is time to present the implementation approach, I demonstrate the approach that I feel is in their interests, and why. Confrontational? Yes. Difficult? Yes. Parental? Yes. In Their Best Interests? Usually.
<to be continued…>