How to get maximum value from a consultant-client interview

What I Learned

Recently with a team of other students I took on a consulting project as a part of my MBA. This blog recounts my experience when I met with the client for a one-on-one for the first time with to brainstorm potential business plans and opportunities for the project.

Once I left the meeting I had the primary objective completed; I had a full scope of what the client wanted. I just felt that the client narrowed the scope and wasn’t prepared to think outside the square to drive innovative thought and potential blue ocean opportunities.

The client will get what they have ordered, but the opportunity of this meeting was not just to keep to preconceived ideas, but rather to explore new opportunities. It is not often that a business has an opportunity to explore new options and as these are precious I needed to convince him of the benefits of different thinking. While I did use the SCAMPER technique to brainstorm it was clear from the outset that the business opportunities were narrowed to that explored back in the initial contact meeting, some months prior.

There is still an issue that we need to overcome with the client in convincing him that we are not just students, but professionals who know what we are about, eg experts (Nikolova & Devinney, 2007, pp. 4-5). This can demonstrate this to him in fortnightly catch ups and milestone reports.

What Lessons Have I Learned?

There are two learning opportunities for me:

1. I need to listen to what the client wants, work within these boundaries that have been set, but to also explore (independently) other opportunities that lie within these boundaries (Wickham & Wickham, 2008, pp. 116-119) to see if I can be innovative in solutions and find some blue ocean or new competitive advantage for the business opportunity. This is an example of Collin’s Level 5 Leadership – humility to listen to the client, but also the will to look for new opportunities (Collins, 2001, p.71).

2. I need to demonstrate to the client that I am the expert in this area and while I value in his input that I need scope to look at alternate opportunities in order to determine whether there are current unseen opportunities for the project that are better than the ones presented.

What Action Will I Take?

I will use the project scope and Work Breakdown Structure as a tool to inform the client that the business opportunities section of the project is wider than that briefed by the client. That my output will cover all opportunities discussed but that it is flexible enough to pursue new opportunities that may arise. My final presentation in June on business opportunities will be the true measure of my success in selling to the client that the team are experts and not just students.

References:

Collins, J, 2001, ‘Level 5 Leadership: The Triumph of Humility and Fierce Resolve’, Harvard Business Review , January, pp. 67-76

Nikolova, N & Devinney, T, 2007, ‘The Nature of Client-Consultant Interaction: A Critical Review’, UTS: School of Management Working Paper , No. 2007/3

SCAMPER technique

Wickham, P. & Wickham, L., 2008, Management Consulting: Delivering an Effective Project , Third Edition, Prentice Hall, Harlow, England

More by this Author

  • Sales Techniques That Really Work
    2

    Harry J Friedman book, 'No thanks, I'm just looking' In my current position I manage 22 Retail Shops, an 80 seat Contact Centre, a direct B2C sales force and a web sales team. My teams sell insurance, security, travel,...

  • Coopers Brewery - Adelaide SA
    0

    Michael Kromwyk reviews the competitive strategy of Coopers Brewery located in Adelaide, Australia. Through the use of PESTLE, Porter 5 Forces and SWOT, Michael recommends a diversification plan including a move into...

  • ACER Competitive Strategy Review
    3

    In this hub Michael Kromwyk provides some insight into the ACER competitive strategy and how it is positioned against other brands in the PC and peripherals market. Included in the paper are some university level models...


Comments 4 comments

jpcmc profile image

jpcmc 4 years ago from Quezon CIty, Phlippines

I agree, listening is a valuable skill for consultants. Eventhough consultants are the experts, they need to learn to listen to the needs (and wants) of the clients.


charmike4 profile image

charmike4 4 years ago from Adelaide, South Australia Author

That's right jpcmc, being a consultant is like being in a sales role, you need to satisfy the customer wants and needs. I have found that in my consulting I don't always deliver something radical or different, but I can confirm that the clients strategy is on track and you can only do this by listening. Cheers Michael


ThriftyBoomer profile image

ThriftyBoomer 4 years ago

You give great advice. Listening and asking the right questions help to build a good relationship with clients.


charmike4 profile image

charmike4 4 years ago from Adelaide, South Australia Author

Thanks ThrifyBoomer for your comment!

    Sign in or sign up and post using a HubPages Network account.

    0 of 8192 characters used
    Post Comment

    No HTML is allowed in comments, but URLs will be hyperlinked. Comments are not for promoting your articles or other sites.


    Click to Rate This Article
    working