I know that employers now examine a candidate's Facebook page to glean insights into their character. Do you think clients do the same for consultants they are considering retaining?

I am not aware of this happening but if I were researching consultants, I would look up their LinkedIn page first, then Facebook, then one or two others, depending on the industry or disciplinary focus. If I were the CEO of a nonprofit, I might look to see if they had a presence on Care2, or one of the newer business sites (e.g., Ziggs, Ecademy, or Focus).

These social networking sites are increasingly important because they are more regularly indexed by search engines (because of the constant addition of content) than most consultants' websites. So, when a client looks for "Pat Jones consultant supply chain security," they are increasingly likely to come across you in a social media site before your own website.

Tip: This is not just making sure your personal and company profiles are current and accurate. We've heard stories about job offers to recent college grads being rescinded after an employer saw their Facebook page, so we don't need to talk about profile content. However, of more interest to clients may be the dialog and ideas you provide in discussion forums. Your knowledge and perspective (and communication skills) are why your client presumably wants your services. Being part of the discussion in your discipline or industry can build your reputation, but flaming people or offering uninformed or poorly communicated posts can cause a client to have second thoughts.

© 2009 Institute of Management Consultants USA