After decades of consulting, I could easily write a post titled, “The Top 10 Lessons I’ve Learned.” But I’m not here to do clickbait.
My intention isn’t to gain followers, generate leads, or chase some fleeting boost in engagement. Instead, I want to share practical insights from my journey: what has worked for clients, what hasn’t, and how I’ve approached challenges. My hope is that this offers you something useful and enlightening. I know some prefer the list format so I will include them as well.
A Reluctant Start to Consulting
A couple of decades ago, I was offered an opportunity to step into consulting. My initial reaction? “I’m not the consultant type.” Here’s why I hesitated:
- Imposter Syndrome: I doubted whether my knowledge and experience were well-rounded enough to serve as a trusted advisor who could jump into any project and deliver value.
- Bad Examples: I’d seen consultants who overestimated their abilities but couldn’t deliver. Many were learning on the job, which didn’t align with my personal standards of integrity.
- Profit-Driven Models: The traditional consulting model—focused on billable hours and revenue—clashed with my belief that consulting should prioritize the client’s success and long-term outcomes.
Back then, and even now, I see many consulting firms and agencies that prioritize profit over meaningful partnerships. After reflecting deeply on my experiences and accomplishments, I realized I had something unique to bring to the table. That realization gave me the confidence to dive in fully.
The Turning Point
My first consulting engagement was supposed to last two weeks. The client had a time-critical problem, and I was tasked with finding a solution. Within the first week, I tackled the issue with an out-of-the-box approach that worked where others had struggled. The results spoke for themselves: the client extended my engagement for over seven and a half years, involving me in every major project.
Why did they keep me around for so long? Here’s what I brought to the table:
- Creative Problem-Solving: I quickly identified solutions that had eluded the client.
- Ownership: I fully embraced responsibility for every project I was assigned.
- Respect: I valued the client’s time and adhered to their organizational structure.
- Active Listening: I sought to understand their needs and asked meaningful questions that addressed both immediate concerns and broader contexts.
- Holistic Thinking: I connected the dots to identify and address potential blind spots beyond the immediate scope.
- Clear Communication: By blending technical and functional language with a touch of humor, I reduced tension and improved collaboration.
- Client-Centric Approach: I prioritized their success and long-term partnership over short-term metrics like billable hours.
The Results
Since then, I’ve worked with numerous clients and always maintained this approach. Here’s what I’ve observed:
- Corporate Politics: Allowing internal politics or drama to seep into client relationships almost always leads to tension and failure. Maintaining integrity and focusing on shared goals fosters trust and collaboration.
- Leadership by Example: Demonstrating accountability, respect, and positivity creates a ripple effect. It not only strengthens client relationships but also elevates team dynamics and corporate culture.
- Creating Safe Spaces: Encouraging a supportive and transparent environment empowers teams and builds deeper connections that transcend the “job” mentality.
Final Thoughts
There’s so much more to say, but I’ll leave it here for now. If you’ve made it this far, thank you for taking the time to read. I hope these reflections inspire you to think about your own approach and offer ideas you can apply to your success.
If you find this helpful, feel free to like, comment, share, and repost it to help others who might benefit from it.