See the consultants marching in…
Listen first, then advise. Don’t feel the need to rush.
A recent recording of an episode of the “Between Data and Risk” podcast, with our guest, Marcelino De Santiago, COO and President of Hope Global, and co-founder of Borderland Partners LLC, got me thinking about the encounters I had with consultants, and my own consulting practice and my interactions with clients.
There always seems to be pressure for consultants to deliver added value from day 1, to show their worth. After all, the client is paying a steep hourly or daily rate, so they need to get their value, right?
Consulting Value Paradox
What if, and bear with me here, the consultant first learned what the client already has or knows before barging in with their “I-have-a-hammer-and-everything-is-a-nail” solution? Wouldn’t that make sense?
This approach would require the consultant to listen first, which means the initial period, the first hours, maybe even days or weeks would be without visible value added from the consultant. The consultant would need to learn first.
This, unfortunately, goes right against the instincts of both the consultant and the client. The client wants to get their money’s worth. The consultant wants to shine to secure a repeat contract already.
Informed consulting
In our podcast discussion with Marcelino, we agreed that consultants should listen first. They should bring broad and varied experience, but to choose the particular bit that is applicable, they must first learn about the client. They need to ask questions and pay attention to the answers.
This is the basis of what we call “informed consulting” — giving advice and support that best suits the client rather than offering whatever we have.
This advice applies to consulting and everyday life — listen to people, and maybe you’ll learn something interesting.
To hear more about a good consulting approach and how lessons from manufacturing business shaped Marcelino’s consulting practice, listen to our interview with Marcelino De Santiago on “Between Data and Risk” or watch it on YouTube.
Also, make sure you check out the “Between Data and Risk” publication on Medium for a critical look at the latest ideas and technologies in business.
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