How to Think Like a Consultant(And Why You Should)

Vance Marriner

15 East Genesee Street, Suite 210

Baldwinsville, NY 13027

(315) 635-9802

www.RMSresults.com

VanceM@RMSresults.com

The Consultant Mindset versus the Order-Taker Mindset

Order-Taker ConsultantInternally-focused Client-focusedTask-oriented Strategy-orientedReacts AnticipatesFocuses on minutiae Sees big pictureDelivers data Transforms data into insightsDeals in short-term Builds long-term relationships transactionsWants to get it done Wants to get it done rightViewed as a commodity Valued as an asset

Five Steps to Adopt the Consultant Mindset

1. Think like the client. 2. Understand the next steps in the process

after your involvement is complete. 3. Remember: Information is good.

Information + advice is better.

4. Don’t just act like an expert, become one.

5. Share knowledge as often as you can.

Step 1: Think like the client.

What Do Clients Value?

• Accessibility• Communication• Flexibility• Transparency• Credibility• Making them look good to other

people in their organization

It varies, but in general…

Step 2: Understand the next steps in the process after your

involvement is complete.

Key Questions We Should Always Know the Answers to:

• Why is the client commissioning the work?• How will the information be used?• What decisions will be made based on the

findings/outcome?

• What’s at stake for the client?

• How does the work fit into the client’s overall objectives or strategy?

Step 3: Remember: Information is good.

Information + advice is better.

Take a Cue From the Packaged Food Industry

Always provide a recipe!

Step 4: Don’t just act like an expert, become one.

Just a Few Ways You Can Enhance Your Expertise:

• Conferences• Networking

• Industry publications & websites

• Take a class• Teach a class• Write blog posts that require you to research a

topic

• Webinars

Step 5: Share knowledge as often as you can.

Information to pass along to clients, past clients and potential clients

• News articles• Websites• Blog posts• Relevant secondary research• Demographic data• Panel survey findings

Knowledge Sharing – What’s In It For Us?

• Sharing high quality information enhances your credibility as an expert.

• Value-added throw-ins such as free information strengthen client relationships and loyalty over the long-term, increasing chances for repeat business.

• Receiving information tends to make people hungry for more information, which opens opportunities for further work.

Remember: Knowledge sharing isn’t just for

clients.

Sharing knowledge and best practices internally is vital to our growth as an

organization.