- Consistently imagine perspectives from the client's vantage point. This enables understanding and empathy for how the client perceives and is impacted by current situations.
- Demonstrate the ability to ask great questions and make bold statements when engaging in client interactions.
- Regularly repeat what was heard to accurately interpret and understand before moving forward with actions.
- Demonstrate the ability to provide clarity in written communications.
- Demonstrate the ability to provide clarity in verbal communications.
Much of what consultants do is about working side by side with other people, teams, leaders, etc. to guide them into new ways of thinking and behaving. The ultimate goal is to help them produce value into their industry and marketplace. To guide others we must become great consultants.
It doesn't mean that we are experts and we certainly don't want come across with arrogance or that we have the be the smartest person in the room. This posture actually repels people away from us and that is not going to help us.
Ask yourself, "What does it take for someone to influence you to take some action or make some change in your life?" This is consulting. We asked a lot of people this question and their number one answer was "empathy." People needed to know that the person giving them advice actually cared about them and was empathetic to their cause.
As consultants, we should be creating value (delivering something), learning and teaching others.
- Learn from others
- Be an influencer (Think about times when you have listened to someone else’s advice and then you changed your opinion. What about their ability to influence you caused you to take action? You can learn from this and apply it in your approach with others.)
- Be a continuous learner
- Teach others
The ability to analyze, understand the problem, and influence change. Skills that make up this consulting competency are:
- Analytical skills: discussing challenges, collecting relevant information, and coming up with creative solutions.
- Having Initiative: The ability to identify where action is needed, while encouraging efficiency, and being clear on how to deliver success, in a timely manner.
- Being Influential: This can be done by establishing good rapport, having the ability to convince your audience, and see things from a different point of view.
- Interpersonal Skills: The ability to communicate, listen, read others body language, and having the ability to negotiate.
- Paydirt: Talk to Clients Like a Pro...
- How to speak with clients when you’re an ‘anti-social’ developer
- Financial Cost
- Technical Implementation
- Political Terrain
- Emotional Climate
- Time
Delivery team members tend to be closely familiar with the Big Inhibitors as they relate to each project, therefore they are an excellent resource for discussing potential frictions.
One main thing that can affect a project’s maneuverability is how open the client’s data architecture is to change. Factors that affect a data architecture flexibility, may include the big inhibitors.