How Can I Market My Consulting Business (Part 1)

Technical and Interpersonal Skills: Consulting Success Skills

Peter Block, in his seminal consulting book, Flawless Consulting, writes, “There is a set of skills that is an essential part of consulting over and above technical expertise and interpersonal skills – and these are consulting skills” (Jossey-Bass, 2000, p. 6). Yet, the myth continues that technical and people skills are sufficient for successful consulting. …

The Impact of Disconnected Conversations in Consulting

Here’s an Example of a Disconnected Conversation A couple of weeks ago, a friend of mine and I were talking about a particular consulting project. We just weren’t connecting in our conversation somehow — I kept repeating my points and he kept repeating his. It felt like we were disagreeing somehow, but neither of us …

Challenges in Consulting to Small Organizations: Part 3

See Challenges in Consulting to Small Organizations (Part 1 of 3) and Challenges in Consulting to Small Organizations (Part 2 of 3). 8. The focus of consultant projects can change frequently. Smaller organizations, like larger organizations, are dynamic and complex. New and different problems can arise at any level in the organization. However, in smaller …

Consulting Challenges for Small Organizations: Part 2

See Challenges in Consulting to Small Organizations – Part 1 . 5. The organizations are often too small to justify or pay for expensive outside advice. Even when struggling with recurring issues, many small organizations hesitate to spend money on what is seen as diverting valuable dollars from sales and services. So when they do …

Consulting Challenges for Small Organizations: Part 1

Small organizations are often like small families, with all of the ensuing dynamics and challenges that we encounter in families of our own. This presents special challenges for consultants when working to help leaders of these organizations to solve problems and learn at the same time. However, this also presents opportunities for the consultants who …

Client Engagement and Project Success: Part 3

As we clarified in Parts 1 and 2 of 3, if your clients don’t participate in the consulting to improve their organization, then you are faced with the dilemma: “Should I just do the work for the client, or should we keep slipping deadlines in the project”. However, long-lasting change will not occur in their …

How To Engage Clients in Consulting Assignments

As we clarified in Part 1 of 3, if your clients don’t participate in the consulting to improve their organization, then you are faced with the dilemma: “Should I just do the work for the client, or should we keep slipping deadlines in the project”. However, long-lasting change will not occur in their organization if …

A common question that we get is “How can I get my clients to participate in the consulting project when they seem too busy to even attend our meetings?” This question is relevant whether you are an internal or external consultant. In those situations, you are faced with the dilemma: “Should I just do the …

Consultant Motivation: Uncovering Client Motivations

Different people are motivated by different things. It’s very important to know what really motivates you. Otherwise, the quality of your work will suffer. When helping another person, it’s very important to know what really motivates them, as well, so that you can build those motivators into your work with them. Consider from among the …

Checklist to Terminate a Consulting Project

If you and your client decide to terminate the project because it was satisfactorily completed, or for a technical reason, or because of a sudden interruption, then be sure to terminate it in a way that maintains a respectful relationship. Consider these guidelines. Produce a Final Project Report Both you and your client should complete …

What is Resistance in Consulting Projects

Welcome to this 3-part article on managing resistance in consulting projects. Part 1 describes resistance and how to recognize it. Part 2 will describe how to deal with resistance from your client. Part 3 will describe how to deal with your own resistance as a consultant. What is Resistance? What Causes it? An important skill …

Why I’m Cynical about the Consulting Profession

Years ago, I remember going out on sales calls with one of the partners in our consulting firm, Marv Weisbord. We would most often be asked in to help a leadership team that was struggling. So, we’d be sitting with a group of managers listening to them talk about their difficult issues. I’d find myself …

Consulting Foundations: Internal & External Consultants - Part V

Welcome to this six-part series on the foundations of consulting. If you have not been following along with us, then we encourage you to read parts 1-4, referenced from the bottom of this article. Part 1 establishes the basis for the series by using Peter Block’s definition of a consultant as someone who is trying …

The Work of Consultants: Foundations of Consulting

Part 1 of this series is What Do Consultants Do?, which defines a consultant (as Peter Block puts it) as someone who is trying to change another person, process or organization, but who has no direct control over what they are trying to change. That post also listed numerous roles that a consultant might play …

Consulting Foundations: Understanding the Role of Consultants

Consulting Foundations: What Do Consultants Do? Part 1 Peter Block, in his seminal book, Flawless Consulting, explains that a “consultant” is someone who is trying to change another person, process, or organization, but who has no direct control over what they are trying to change. Usually, that change is intended to improve performance – the …