Becoming a Leader In Consulting

Networking up, across, inward, and outward

Building Relationships in All Directions

Consultants come adept at building relationships in all directions. For example, a consultant may build relationships in the following manner:

• "Up" to Senior Management
• "Across" to peers
• "Inward" to junior staff members
• "Outward" my clients

There are no relationships that are more important than others; they are all important. A consultant need support from all directions in order to succeed for the long-term.

Swimming in a Dynamic Enviornment

The consulting environment constantly changes, and that includes changes in staffing and personnel. Even after starting with the company one day, it is not uncommon to hear of consultants leaving to do something different. Even for veteran consultants, it rarely serves to relive "back in the old days." There is always a new reality, and it is supported by the people who are here at the present.

Supporting those around me builds goodwill. I guarantee, anyone who takes the time and interest in a junior staff member (especially one that was recently hired) will forever be remembered by that consultant. It has happened to me sitting on both sides of the fence. Who knows – that junior consultant today could become my future client tomorrow.

Volunteering for a senior manager that I have not worked before likewise builds goodwill. It allows me to form a working relationship with someone new. Very likely a senior manager has a number of projects waiting for additional help. This simple act that I initiate through a friendly conversation can easily differentiate me from others in the eyes of that senior manager.

What I Always Carry with Me

Two things that I always carry with me are my reputation and my contacts. Even as I transition through different careers, these two things endure.

One strategic maneuver that I observed from a successful consultant was his decision to "reinvent himself." He needed to update his skills, especially since he practiced in technology. The idea of refreshing his skills was a good one, and it prevented him from turning into a 'technology dinosaur.' Throughout that refresh, he maintained his excellent reputation and his contacts which had made him successful.