The Consultant’s Calling ‘Bringing who you are to what you do Geoffrey M. Bellman Jossey-Bass Publishers 1990 Analyze Choose Act

“Bringing who you are to what you do” Consulting must be a ‘Calling’ Real ‘Me’ = ‘Me’ you see Your presence is as important as your skills You are as powerful as your clients You Are a Change Agent

The consultant talking to you: Saw work as a central part of life, would do this work even if it didn’t pay money, has no intention of doing any other kind of work, sees this work as a primary source of personal growth, loves to change people and organizations.

Regrettably, he also: Struggled to balance work with rest of his life, wonders if he did it out of talent or ego, regularly screwed up, tired easily, got discouraged, wondered about other paths.

Over Confidence: the primary danger An articulate and clever person often dominates conversation leaving no room for other’s contributions A consultant is so enamored by his solution that he does not listen to client’s concerns A consultant relates so well to his clients that they lose sight of what should be accomplished

How Much Do You Want To Work Realistically: about 40% of 240 work days (48 weeks x 5 days) bill for all time worked (100 days typically) sales/marketing time (50 days) family/personal time (50 days) professional/community time (40 days)

Saying ‘No’ to Work Helping friends Small projects Around the corner You ‘know’ it will take longer Settings that are uncomfortable Levels that are uncomfortable Personalities that are uncomfortable

Factors in a ‘Yes’ Knowledge/Experience? Follow On? Full Rate? $/day = expectation/100 Where you live? Can you work at home? Travel to the work? Level of Administrivia?

Do they Buy for Skills or Fit? Same wavelength –behavior that fits –values that fit –related long term goals –respecting similar values –agreeing on ‘The’ problem –respecting how things are done Lack of Fit Creates Stress

The Client-Consultant Partnership Resistance indicates Lack of: Trust, built by: –expertise –perspective –authenticity –friendship Willingness to Risk, built by: –accomplishment

Why Frustration & Failure Contracting Unclear My agenda, not the client’s Poor personal fit with client Not enough Funds/Time Slippage in Importance Outside my primary expertise Become part of the problem I Did It for the ‘Money’

Why Satisfaction & Success Success = Achievement/Expectation Shared Vision Deliver Results Not Activity Constant Communication Work as Partners There is an Active Owner of the Project Clients want to and do the most important work

The Dark Side Knowing Best Manipulation Pretense Deception –lack of respect for the client(s) capability –better if they don’t know –they would rather not know Self-Deception

Sales-Marketing Distinctions Business begets Business Waiting Presenting Yourself Speaking –event publicity –your presentation Writing Business Cards, Stationary, Note Paper

Making Money “I don’t know what I am worth, I don’t know what I can get, I wonder what I want, but I am sure of what I need.” “What Ever I Charge, I Am Not Worth It” I Want $ per day for … don’t negotiate

Thoughts About Consulting Contracts Not Legal Documents Clients want consultants too busy to work for them Doing without and being alone Become a generalist/specialist first Lone consultant or join a team/firm Subcontracting