Annotated Working Draft and Hotspots in Business Consulting

1. Communication and Persuasion in Business Consulting

 Rhetoric and communication are absolutely critical to business consulting. Half of consulting is data analysis and strategic planning, but the other half is presentation to clients. Consultants must be able to present their ideas confidently and convincingly, or they will be dismissed as worthless musings.

2. Storytelling in Business Consulting

Storytelling in business consulting plays an important role, both in fictional and non-fictional stories. Fictional stories can be used for motivation and proving a point. Non-fictional stories are a great way to demonstrate in more emotionally involving terms a point that has already been proven by data and analysis.

3. Business within the History of Civilization

Romans were very pro-business. They spread uniform coinage across the known world, built roads to improve trade, and even had subsidies to help encourage shipping. They also had large plantations, the forefathers of our modern mass agriculture. Business consulting itself didn't actually begin until more modern times.

4. Institutional Authority and Communication in Business Management Consulting 

The main authorities in consulting are the big three consulting firms. They largely control the industry by leading in innovation and choosing which potential consultants can work with them. They also publish papers and hold events to promote themselves.

Hotspot #1 (in the field): The important role of communication in the workplace. This really is half of the job as a consultant. You can have the best idea in the world for a client, but if it isn't well-presented, then it won't be implemented and your work will be viewed as a waste.

Hotspot #2 (personal): This has some overlap with the first. I definitely realize that my communication skills are going to be critical, not only in doing my job, but in securing one. I feel that if I don't continue to take measured steps to improve my oral and written communication, then I'll fall behind. 

Hotspot #3 (personally interests me in the field, but never actually made it into any of our blog posts): One thing that really interests me about the whole world of business is the potential to do good. Many people see business people as greedy or power-hungry, and there is power in business, since the main goal is to get large groups of people to behave how you want them to (i.e. buy your product). This power is often used for getting rich, but can be brought to bear on social and economic issues that governments and charities can only begin to scratch.

Consulting Business Consultants: Come Know the Caveats

           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/

Time Doesn't Change Much: The History of Business Consulting

When you look up the “history of business/management consulting” on the Web the earliest date that you will find is 1886. This is because this was the year that the first management consulting firm was founded (named Arthur D. Little INC.) Don’t let these sources fool you, business consulting goes back far beyond the 1880’s. In fact, business consulting has been done for thousands and thousands of years, it just hasn’t been officially claimed until the mid-1800s.

The old fashion version of Supply Chain Management?

Let’s go all the way back to Ancient Rome. During this era, a group of people or a “class of citizens” first to form the Roman Army cavalry called Equestrians. What does the army have to do with business consulting? Equestrians were high up on the food-chain of power and due to a number of policies, many of the Equestrians became businessmen. These warriors’ gone businessmen became experts in many different fields such as banking, exporting, governing etc.

As a result of their expertise and experience, these Equestrians became powerful assets within the world of financial administration. Those who chose to take the path of the Equestrians entered onto a fast-track to administration and consulting. In looking at what career paths these Equestrians took we are able to see a common thread of expertise. For example, the occupation of an exporter may be compared to the occupation of one who studies the degree of supply chain management today. In all occupations, people skills were essential. A similar knowledge and ability is required now

 to be a business consultant today as it was in the past (minus the military service of course).

Due to the status of an Equites, administration was a large part of his career path both in the military as well as in business. Similarly, in today’s world the most common degree attained by current business consultants is business administration/management. This is of significance to enter into the world of business consulting. To find success requires an elite understanding of the ins and outs of business as well as an ability to communicate, direct, and oversee business transactions.

The argument of the necessity of an academic understanding against on the job learning remains an important question. While the Romans felt on the job experience was sufficient, now days an academic study is often required for large success in the business administration and consulting world.

This understanding and these skills are important to develop but not enough. It has been said, “It is not what you know, but who you know.” This cannot be any more accurate. Yes, skill is important but just as Equestrians found success as a result of their status and ethos, so too business consultants find success through making connections or networking.

The world of consulting has furthered dramatically as a result of our ability to communicate as well as the immense opportunities for business and economics of our day. Ultimately, the concept of business consulting has lived for thousands of years and continues to accelerate exponentially today. 

Sources:

Paul Heathcote

Natural Knack Incorperated.

"The Roman Empire in the First Century: Equestrians." PBS. PBS, n.d. Web. 03 Dec. 2014. http://www.pbs.org/empires/

Leonhardt, David. "A Matter of Degree? Not for Consultants." The New York Times. The New York Times, 30 Sept. 2000. Web. 04 Dec. 2014.

Conflict Issues and Special Topics of Invention in Business Consulting

Conflict Issues

Many points of conflict arise in the work place, especially in that of business consulting. Among the most critical is the plan of action that will be taken. In business consulting the majority of work is done within a team setting. As a result of this team or group setting many opinions arise causing much debate in regards to the most “advantageous” way to proceed with a specific client.

Within the team a conversation could go something like this:

Consultant 1 – Looking at the past financial statements it looks as though our original theory was incorrect. We need to reconsider the issue that is stopping the client from growing.

Consultant 2 – What did you see in statements that cause you to believe that?

Consultant 1 – (Providing some level or reasoning to his change may say) the original forecasts we predicted were based on falls pretenses.

Consultant 2 – What do you suggest we do from here?

Consultant 1 – Well from the information that we have thus far it appears that (some plan of attack) would be the best way to proceed.

Consultant 2 – That is a good idea, but I have dealt with clients such as these before. I have made the mistake of following your idea. The end result very rarely ends the way planned so let’s do this approach instead. (Consultant 2 may then offer a different option and the conversation would continue until an agreement was made.)

Analysis

Almost all of the dialogue between the two consultants refers to the options they have that will affect the future in an advantageous or disadvantageous way. This is often done through the use of documents as consulting firms often times refer to past financial statements. An important topic of invention that is often used in this field is that of past fact and future fact. This is often used by those consultants who are the “team leader” (in this case consultant 2) as they typically have more time and have attained more experience. This could be created into its own topic of invention (we could call it experienced vs. experienced).

Communication and Persuasion in Business Consulting

As time has gone by I have come to appreciate the importance and power of business in the world in which we now live. The business world is a broad one filled with many different responsibilities and opportunities. Almost all of which rely heavily upon rhetoric. In taking Doctor Burton's course I have come to more fully understand the importance and power of oratory or rhetoric in this field of work; especially in that of business consulting. In speaking with consultants, business majors, and referencing internet sites I have learned much concerning business consulting.

According to "Business News Daily" a business consultant (or consulting firm), "provide management consulting to help organizations improve performance and efficiency." I have always took interest in the opportunity to become better and to set goals to get there. As a result of these interests and my appreciation for the business environment I found this career to be very intriguing.

It is apparent to see that this line of work requires constant communication on many different levels. This communication begins "formally" in the work place when a company contracts the consulting firm to analyze and present a plan to "improve performance and efficiency." The organization seeking help must communicate with the firm to explain and set expectations of what they hope to accomplish by hiring the firm.  This is crucial time for the firm as they must speak in more of a legislative branch of oratory to present their case and convince the company that they are what the company needs. A solid past history of success and a good “ethos” for a firm makes a big difference in being contracted.

After an agreement has been made as to the goal of the interaction the business firm gets to work. From working on the corporate level of the company, all the way down to the manufacturing portion of the company, the firm works to obtain the information necessary from past documents, observation, and a lot of communication from many different department managers within the organization. One could say that this aspect of business consulting has much to do with the “forensic” or legislative oratory and study.

Within each firm, there are specialists of different aspects of an organization (accountant, finance, etc.). Upon gathering and organizing the information the firm communicates together to determine what can be done to improve the organization.

Finally, the sale truly begins. Money is often exchanged at the beginning stages of the process but the art comes into play in this final stage.

Persuasion or rhetoric becomes an essential aspect of business consulting when the firm stands before the organizational CEO, CFO, and other leaders. They must present the information, plans and strategies in such a way to persuade the organization to invest in the idea. In this aspect of the work the communication becomes much more deliberative as the firm works to demonstrate the advantages and disadvantages of the future depending upon how the company chooses to proceed.