I have a colleague (really, it is not me) who is a very competent consultant but has almost no follow on work. He is pretty opinionated and I wonder if this is a factor.
Every consultant would love to have a reputation as competent and ethical. We secretly want prospective clients to think ofus as advisors who see their needs and have the tools and techniques ready to solve their problems. When we complete the engagement, they can't refer us enough to their friends for our consulting acumen.
What's missing here is how we are as a professional partner or colleague. We all know really smart and ethicalconsultants who are a pain. Your friend may have all the business acumen in the world but if he or she lacks emotionalintelligence, interpersonal skills or can't get in sync with the client culture, it is a good bet that they will be tagged as someone who is hard to work with.Tip:
As part of your debrief on the way out the door (and as early in the engagement, if you can manage it), ask both your client sponsor and some subordinates who know your work how you were to work with. If the reviews come back that you are good but hard to work with, you know what you have to work on.© 2009 Institute of Management Consultants USA