When asked what consulting firms do, consultants often simplify the industry by describing it as a “one-stop shop” for formulating and implementing strategies that lead to solutions for their clients. Working for a multinational consulting firm such as McKinsey, Deloitte, or Accenture exposes an individual to various industries, companies, and well-known brand names. The value of the experience is immeasurable since the consulting industry teaches you diverse ways to solve complex problems, and how to identify value-adding opportunities for clients.
As an individual working for a consulting firm, your role may not be so broad. You will be collaborating with your manager to assist clients within a specific sector or service line. Although there will be countless opportunities for you to increase your knowledge and experience, you have to make choices about where to focus your efforts. The main question is, do you think you have all of the skills and qualities to be labelled a management consultant? Are you able to stand out from the crowd?
In this article, we will explore three qualities that have helped many individuals thrive in consulting.
1. Taking initiative
One of the specific requirements that consulting firms look for in an individual is the ability to be a self-starter. The best way to describe ‘initiative’ is the ability to be curious and to take control of a situation without the need for direction or supervision. An initiator is an individual who will not only recognise a challenge, but also overcome any obstacles that may arise in the process of solving the problem or reaching the desired goal.
In the consulting industry, unanticipated challenges could include the budget being cut by 15%, having to realign your strategy to encompass a new idea or product developed by the client, or your manager falling sick the night before pitching to a client. These are unforeseen complications but occur more often than you may think. In these types of situations, an initiator will propose solutions and take the necessary action to improve the overall project offering.
Starting out in consulting can be scary as it requires understanding how managers work, how projects are organised, and getting used to the culture and the people. Do not wait to be given tasks or a project to work on. If there are no available projects, find work to do until something comes up. In every situation, be the initiator and make things happen.
2. Paying attention to detail
Personally, I still struggle with this. Every manager has their own style of working, and for every project you will need to understand and master it. Some managers focus on the content first, ensuring there is a story to build on, and may not initially worry too much about the small features such as fonts, spacing, spelling, and grammar. Other managers focus on ensuring that the work they produce is error-free, even during the process of building a pitch for a client. In either case, successful consultants quickly learn that paying attention to detail is a crucial skill. This is especially the case when your role moves from analyst to consultant, where you are given more freedom and flexibility to manage the client work on your own.
Paying attention to detail is crucially important for two reasons. Firstly, you are creating a visual presentation for the client. They will not necessarily focus on the length of the presentation, but they will focus on the content written on each slide. Errors create a bad impression. Secondly, consultants are known to be perfectionists, and the work they produce is expected to be thorough and precise. Producing client deliverables that are error-free reflects on you as an individual as well as on your team. It shows that you are attentive and detail-oriented which signals that you have strong planning and organisational skills. This is a selling point because it not only builds trust with the client, but also strengthens the credibility of your recommendations.
Here are a few easy ways to ensure that your deliverables are error-free:
- Check for spelling and grammar mistakes
- Use fonts consistently, e.g. if you use Arial for one heading, use Arial for all headings
- Ensure slides do not skip or run over
- Check for any calculation errors and fix them before presenting
Remember that the details reflect the quality and reputation of you and your entire team.
3. Being great at something and being known for it
The greatest challenge and reward of consulting is the continuous move between industries. Some projects will have a shorter time span of between 6 to 12 weeks while others may be longer, running for a period of between 1 to 5 years. From one project to the next, you are trying to build trust with your manager, build your network, and hone your skills.
Being great at something and being known for it may be hard in the first few years. However, make sure you develop a certain skill on every project. Identify which industry you want to be in and start becoming an expert in it.
Currently, there are a range of technology trends that pose opportunities and threats for many companies, and consulting firms have an central role to play in helping clients address these trends. In this environment, there are certain digital skills that are considered rare and highly valued.
Develop a skillset that will differentiate you from others and give your colleagues a reason to come to you when they need assistance.
Final thoughts
As you build a successful career in the consulting industry, don’t get distracted by the perks: money, prestige, and travel. Instead, focus on making a contribution, dotting your i’s and crossing your t’s, and becoming notoriously excellent at what you do.
Mark Kay Ash, an American businesswoman, once wrote that “there are three types of people in this world: those who make things happen, those who watch things happen, and those who wonder what happened”. From these three, consultants need to be the first type of people. Does this sound like you?
What is one thing you can do this week to more effectively take the initiative at work?
Thanduxolo Love Mtsweni is a Management Consultant Analyst at Accenture in South Africa. She holds a Bachelor of Administration in International Relations and a Post-Graduate Diploma in Management (PDM- Business Administration). She is passionate about empowering the youth, educating and advocating for better youth employment opportunities.
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