I believe in saying what I'll do and doing what I say (and don't buy into the consultant cliché of "under promise and over deliver"). However, I do want to provide whatever support for my client when possible. What are some ways to give that impression without being obnoxious about it?

You are right to be cautious. Clients are smart (they hired you, didn't they?) and keenly perceptive (they got their job, didn't they?) so be genuine or don't bother. Here are a few thoughts:

• Purposely "beat" a promised deadline (e.g., something expected next week is given to them tomorrow).
• Periodically send over helpful information and notes about things you feel will benefit them.
• Send an informal note recommending articles of particular interest to them or their business with no other "strings" attached.
• Prepare a summary report of an event you just attended and send it to them without telling them in advance that you are going to do it.
• Provide friendly, unexpected reminders/acknowledgements of key dates, events, anniversaries, birthdays, etc. Do not even consider these unless you have already talked about the event and share its significance.

Tip: The ultimate goal should always get them to think "Wow, that was way more than I ever expected. I appreciate that." What you don't want them to think is "That's odd. I wonder why he or she did that?" It has to be natural and something that occurs to you as a person, not in your role as a consultant. Non-business items can be more appreciated than business items.

© 2010 Institute of Management Consultants USA

I can only focus on one client at a time, two at most. Any more than that and I feel that I am not giving them the attention they deserve. Are consultants who serve many clients at one time unethical?

This is not really an ethical issue. The ability to address multiple projects at one time is related to what some computer scientists refer to as "stacking order." In an computational system, this is a function of how the system is designed to operate. In a person, it is a function of how we are "wired." Some of us naturally and competently handle many projects at the same time; others are best only focusing on one. And "at a time" can mean during a single day or over a longer time period. How many projects you feel capable of handling is not a "more is better" characteristic, but just a function of who you are and, whatever it is, you can make it work for you.

To find your stacking order, consider the way you approach nonconsulting tasks. Do you read 4, 5 or more books at a time, completing a few chapters in each before moving on to the next one, or do you read one book exclusively to completion, then move on to the next? If you are a "one book at a time" type, then it is likely you work best with a single, larger consulting engagement into which you can commit your full attention and effort.

Tip: Consider the size, scope and sequence of consulting engagements that best fit your stacking order. Are you inadvertently creating assignments that are orthogonal to your stacking order? It is harder to rewire your preferences and abilities than it is to retool your consulting offerings and business model. Alignment lets you be more comfortable and give clients the attention they deserve.

© 2010 Institute of Management Consultants USA