Challenge of being a consultant - 1

I have worked as a consultant for over 10 years and I face many challenges in this activity, but above all I will point out that in many companies the seller is also called a consultant. To simplify the matter: I’m seller and am also a consultant.

On another occasion I will share what challenges of being a seller based on my experience in sales, but now and here we treat consulting. Consultants from all areas.

IS CONSULTANT AND SELLER THE SAME THING?

The use of the term commercial adviser or sales consultant to designate a seller is due to the sales profile desired by the employer or business proposal. You can be a Natura, Avon or Hinode consultant (as I was), in a real estate, a telephone operator that you not only sell (deliver the product or service), you help the client in the best choice. More involvement of the seller in this type of approach.

The theme of this text, however, is approaching the consultant who is hired, usually by a company to assist it in solving problems or achieving corporate goals and objectives. There is no academic training for consultant activity. We are recognized by the market and as professionals who stand out for selling their solutions or as entrepreneurs who dominate any area of knowledge.

THE BEGINNING. THERE IS ALWAYS A BEGINNING.

My first paid consulting was for a dental clinic in Rio Grande do Sul, in Canoas, which was struggling to differentiate themselves from others and wanted to build a strong market presence. I had visited this company as Patent and Trademark services seller and then the director asked me a quote for a business consulting and product design. I had never been paid by the spontaneous contributions that had given lifelong in companies where I worked. I had not proven and after a long hesitation, which was about 30 minutes, I decided to send a proposal.
To my surprise the manager agreed to the terms and values. We started the consultancy from meetings that I knew him, partners and the company better. It was then that I saw in practice the importance of values, beliefs, mission and vision. We identified the strengths and weaknesses of the clinic, compared with competitors and use the main customers with CNPJ to establish a loyalty program. We elaborated graphics, advertising, personalized cards and the results were great. I still keep with affection the feedback I received after 6 months of service.

When I moved to Fortaleza — CE and started working as expansion manager at CEPEP Technical School (2003/2012) there were other opportunities to reconcile the free time (scarce) with the needs of an ophthalmology clinic. Do not think that I focused in clinics. A dear friend was restructuring his activities between hospitals and his own clinical and wanted to enhance the results of the clinic. We started this advice along the lines that had been effective in Rio Grande do Sul and we used part of what I had developed there. But each company is a unique universe. During a consultancy I learn a lot. In this case I learned about health insurance, prescriptions, specific ANVISA legislation, loss control system (gloss) with health plans. We implemented tools of financial management and human resources so that the company could act cohesively (management and employees). A few months ago, in touch with my friends and clients of a decade I yet received the recognition.

In Pernambuco I paid a consulting of Human Resources for an industry of excellence in production of cold rooms. This undoubtedly was the consulting which required more adjustments of behavior, organization, focus and objectivity.

During eight months we created the Vikon Inside concept, where we structured a version of the modus operandi of Vikon Human Resources in industry. First we selected the best recruiter on the market and taught him the most of our selection processes, recruitment and talent management. Remade with this recruiter path I had traveled to the creation and activity of Vikon HR, we visited colleges, technical schools, associations and we had many hours of meetings and practical exercises. We obtained excellent results in hiring and maintenance team during the consultancy.

I’ve advised in the areas of marketing, human resources, events, cultural activities and training sales staff in vocational schools, technical colleges and I do not stop learning a lot from each new consultancy. Today, regardless of my projects, I work as a consultant projects in three areas: financial education school in Pernambuco, logistics startup and shared economy at the national level and a newspaper publisher from Sao Paulo.

Challenges

The challenges, I can say, are always there. I think one of the biggest challenges that present themselves in the consulting activity is the self confidence. Sometimes the customer perceives potential and we ourselves do not realize what we can do to be hired.
Another difficulty that I highlight is time management. Dribble the agenda and be productive for your consulting clients compete with the productivity that their projects need. So I decided to seek greater synergy possible between the needs of my consulting clients with the needs of my projects.

Technical and specific expertise

It is important that you have knowledge in the area where it is proposed to give advice. Often it happened that I had to study a lot about business and market tracking my consulting clients and it helped me to improve my general knowledge about business.

Staff and family

The consultancy is beautiful when seen from afar, it has certain glamour to be introduced as a consultant or disclose who is consulting for a company. Sometimes in the circle of friends, colleagues and family (especially family) all know you so well out of the professional context that they do not believe in your ability (this is due to the fact that they have never seen you act directly in this function). Do not be discouraged. Identify an unconditional supporter (wife, husband, children, parents, cousins, etc.) and count your successes to this person. Update your achievements with those who love you, ignore those who need to see practical results (money) first and then believe in you.

Defeat, failure and laziness

Not all consultants reach the goals that customers want. Remember that your actions should be detailed in a contract or proposal and make sure that your client understood your limitations (time, money, transportation and magical powers). It is more common than you think that your company hire consulting and not give up its administrative and shopping addictions, much more common even in family businesses. Do not be discouraged when your customer is not satisfied, find out what was causing this discontent generated, analyze, correct and introduce yourself as worthy, honorable and professional human (nobody’s perfect). Ask for help if necessary, study more, try other ways and focus on the results to come.

Laziness is the greatest villain of all. If you are not prepared on a given day, get up, get ready, work the same way. You cannot just do what you like and when you’re in the mood and want to have great results. Remember the commitment. It is your name is at stake, then get up and go to work.

What customer wants is the result

Everyone wants better results. Even if the client demands consulting for implementation of mechanical and electrical projects he wants after all is a better result. So I have no better advice to give than these:

Find your position in the overall process of the client.

Discover how you can improve results, directly or indirectly; enter the company’s culture so that their advice is honest and consistent.

Plant with intent to not have surprises in the harvest.

Regards,
Robson Escobar
Consultant
+55 11 999811642 Phone/WhatsApp
robsonescobar@gmail.com Mail and Hangout
robsonescobar@hotmail.com Skype