It
has been said that, “Hindsight is always twenty-twenty” and that
is correct. In today’s world, people would be willing to pay billions to have
twenty-twenty vision of the future or even the present. I do not have the
answer to gain that perfect vision of the future but I do hold valuable
knowledge as to how to see the present situation in twenty-twenty
vision. The principles taught within can be applied to all situations but what
will we be looking at exactly? Business consulting and how to find success
therein. For those now preparing to enter into the field of business consulting
there are some essential skills and knowledge that are often overlooked. I
assure you, earning straight A’s across your business strategy college courses
will not be sufficient to truly be competitive in such a competitive field. Among
the most important influences of the success of a businessman is that of his
ability to communicate clearly, respect surroundings appropriately, and create
a powerful “perceived status” in the eyes of others. We will go deep into many
of the vital, hidden principles of business consulting (that you won’t learn in your business classes) in order to satisfy the “unspoken rules” of successful
business; addressing the key points learned through history, and communication
to more fully grasp this important topic.
This article does not contain
the solution to every situation in order to find success but it does contain
sufficient perspective and information as to allow one entering the business consulting
field to recognize areas (beyond their studies) in which he or she must become
expert to be successful.Get It Right The First Time
You consider yourself an
influential, bright young individual ready to rock the boat in the world of
business consulting. Rocking the boat can be powerful when deliberate but disastrous
when not. To avoid sinking the ship is
as simple as understanding the following idea; when was the last time you went
to some sort of event only to instantly realize that you were underdressed? Or
maybe overdressed? Take a moment and recall what you felt; the embarrassment,
the awkward feeling, the frustration and maybe in extreme cases even shame. A
simple example to illustrate an important point; there is an accepted way to
act, to communicate, and to appear for every situation and every context. It is
no different in the world of business consulting. Within business consulting there are no two
days alike. Each day brings new situations and even newer relationships. To
succeed in business consulting one must understand and be able to adapt to
these situations and relationships.
Now, let’s imagine entering your
first job interview only to come to find out that the company asked its’
applicants to dress in blue, pinstripe collared shirts with brown slacks and
brown shoes. You sit down amidst the twelve other applicants who did not miss
the memo. What are the chances of you getting the job? What are the chances of
even being taken seriously before you open your mouth to answer the first
question? That is a rhetorical question; you know the answer. Just as there is a proper way to dress for
certain situations, so too are there proper ways to speak and to act. Know the
situation and what the situation calls for.
Matching the Communication with the Situation
Suppose you did obtain the job
(because you went home quickly and changed your outfit to match the situation
of course). Think, for a moment, of the many different ways in which you speak.
You speak with friends, with family, with the opposite sex, with fellow coworkers,
your manager, the list goes on. Each relationship calls for a different
approach in communication. Understanding appropriate communication for the
given situation is essential for you to keep that newly obtained job. One must
learn to match the vocabulary, the body language, the tone of your voice with
the nature of the relationship. For example; in sitting down with your first
potential client think of how you would communicate. What vocabulary would be
used? “Dude,” or maybe “bud” or “amigo?” If you are looking to lose your first
not-customer this is a perfect way to do so. With your friends these words are
just fine yet with this potential customer they will fail you. This may seem
basic and implied knowledge but I assure you that those who are good; really,
really good, stand tall above the competition. Learn this trade. It is not
taught in your major studies.
Success Through Perception
In the example of the interview,
there is another element essential for success; “being taken seriously.” You
have the ability and responsibility to create the type of character that you
desire others to perceive. History illustrates this point exceptionally well.
In Rome antiquity there was a group of people that organized the first Roman
cavalry. These were called Equestrians. Equestrians were among the most noble,
determined, and brave leaders. They were brilliant in their stratagem and
execution. Due to their status, Equestrians
became powerful influences in the business world and one could argue, consultants
in business. Others perception of the Equestrians allowed them to be
influential leaders. Let us review. What is your perception of the Equestrians
right now? Is it good or bad? My very words influenced your perception of the
Equestrians. It only took three sentences. Now, a more important question.
Why did you believe that the
Equestrians were who I claimed they were? Over no great amount of time I have
created a trustworthy, reliable source in your perception of who I am. One’s
ability to find success in business consulting weighs heavily upon how he or
she is perceived by others; or his perceived “status.” Every moment of
interaction you are selling yourself; your abilities, your character, and your
worth to the firm or customer. I do not speak of a status that cannot be
influenced or changed. I speak of the status that one can create. Just as I
created a perceived status of the Equestrians in your mind you must be able to
create a desired perceived status in the minds of others. No matter how great
your academic skills may be; if you have not the ability to create powerful perceived
status success will always extend beyond your grasp.
Developing a perceived status of
trust, of loyalty, or of diligence are powerful ways to move forward in gaining
success in business consulting. Allow me to guide you to another important
principle.
Creating a New Kind of Value
Paul Heathcote, a consultant
with over 25 years of experience and who has recently given birth to his own
consulting firm explains that being able to communicate effectively is
essential. In his words he further taught, “You have to be able to show value
to the customer right away.” Yes, this includes your academic knowledge of Proforma
statements, the statements of cash flows, or whatever your line of expertise
may be but we now know that there is more to it. The ability to “show value” is
essential. That “showing” is not to be confused with “doing” valuable things. A
consultant who can clearly “show value” through his words is a successful
consultant. It takes more than the ability to analyze and crunch numbers to be successful;
it takes persuasion by communication.
An example; imagine two
consultants in two different companies were asked to do the exact same task.
Upon the asking of the completion of the task the first responds, “Yes, I
finished what you had asked for; the papers are on your desk.” The second
consultant responds in the following, “Yes, it was a bit more complex than what
we had originally anticipated. Your request required a number of other steps
that were not foreseen. Nonetheless, I was able to take care of the problem for
you and the papers are now waiting for you at your desk.” The two consultants
completed the exact same work in the exact same way but in your mind, who
worked harder and accomplished more? The second most likely. I do not claim
that more words are better than less. To find success in business consulting
requires the ability to show to others that you are valuable while still
creating a perceived status that is appropriate for your goals and situation.
It is worth your time to learn the skill of communication and persuasion rather
than just crunch numbers or problem solve.
Conclusion
In summary, I do not teach that influential
communication alone will bring you great success. It is necessary to receive
proper education in a competitive field in order to become a great businessman.
That expertise, accompanied with the ability to communicate clearly, increase
status, build trust, and demonstrate value is the formula for success. To be
successful does not require twenty-twenty vision of the future but it does
require the ability to communicate in such a way to demonstrate your control of
the present. Learn from those who have already experienced your future; learn
persuasion through communication.
Works Cited
Paul Heathcote. Natural Knack Incorporated.
Burton, Gideon O. "Silva Rhetoricae: The Forest of Rhetoric." Silva Rhetoricae. 15 Dec. 2014.
<http://rhetoric.byu.edu>.
"The Roman Empire in the First Century: Equestrians." PBS. PBS, n.d. Web. 03 Dec. 2014. http://www.pbs.org/empires/
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