Consulting 102 - Making a Hero

The consulting effort (as opposed to the marketing effort) can be described as creating and maintaining a strong relationship with manager(s) at the client organization. The consultant will become a valuable component of the organization if the ties with it are strong. The phrase, “making a hero” refers to the process of developing support person(s) (usually the manager with whom you directly interface) within the client organization who will help you slay the dragons which are always present to thwart successful completion of your client projects.

Managers want to advance within their own organizations. The consultant can be a valuable ally in this ambition. The consultant’s job is to make a “hero” of his management contact. Let the manager have all the credit he can handle. After all, everyone knows when the consultant is successful with his contract work. A happy manager will desire additional contracts in the future with a proven, supportive consultant.

Managers do not ordinarily know how to handle a consultant properly. Therefore, the consultant must help to train his client’s manager(s). When communications are good, levels of expectation for consultant performance are set. Ensure that these expectations are always met! Ensure that billings are explained completely and are understood in the client organization. Finally, schedule meetings frequently so as to establish or re-establish expectations and deliverables. When too long an interval exists between meetings, projects have a way of becoming “undone” by company politics and other things.

In summary:

1. Find a candidate to become a “hero.”

2. Give him all the credit for your success.

3. Teach him to handle you and your project properly.

4. Set the levels of expectation for your project as often as possible.

5. Communicate VERY frequently with your hero.

6. Explain all billings completely.

7. Meet frequently with the client.

8. Slay the dragons that threaten successful completion of the project.

9. Remember deliverables may consist of only a report of progress.