First, are you in a consultant or a contractor role?
A consultant and a contractor play distinct roles within a business context, each bringing unique value to an organisation. A consultant provides expert advice and strategic guidance, often focusing on problem-solving and helping clients improve their processes and strategies. In contrast, a contractor is typically hired to perform specific tasks or complete defined projects, working within the parameters set by the client.
This article focuses on the transition from corporate role to consultant, highlighting the shift from execution to advisory roles. While contractors fit in by delivering tangible results through hands-on work, consultants take a broader approach, analysing the big picture and offering insights that drive long-term success.
Understanding this difference is crucial for professionals looking to elevate their impact by moving from task-oriented roles to strategic advisory positions.
Shifts in Approach
Client-Centric Focus: In a corporate role, your focus is often on internal processes and departmental goals. As a consultant, your primary focus shifts to your clients’ needs and objectives. You must thoroughly understand their challenges, pain points, and desired outcomes to offer tailored solutions. Engineers are by their nature problem solvers, and far too often will launch into solving technical challenges without understanding the full context of the clients real objectives.
Proactive Problem-Solving: While corporate roles can sometimes involve reactive problem-solving within the scope of your responsibilities, consulting requires a more proactive approach. Use your experience to anticipate potential issues, identify opportunities for improvement, and present innovative solutions before being asked. Your client will likely be very different to your previous employer. They may lack experience and feel out of their depth. Respect the different history, different priorities, different people. Do not assume that you can continue with “business as usual”.
Flexibility and Adaptability: Unlike a corporate job with a relatively stable routine, consulting demands flexibility and the ability to adapt quickly to different industries, projects, and client cultures. Each client will have unique expectations, and being able to adjust your approach accordingly is crucial. You will need to learn to step back at times and use your influence. Without formal line responsibility your role must change to an enabler, a coach, a strategist, a facilitator.
Shifts in Attitude
Ownership and Accountability: In a corporate environment, line responsibilities often come with direct oversight and support structures. As a consultant, you must take complete ownership of your work and its outcomes. You will not necessarily have the same support structures as before, and you will need to create these yourself for each project. Taking ownership also involves setting clear expectations, delivering on promises, and being accountable for results.
Building Trust and Relationships: Relationships are key in consulting. Unlike in a corporate role, where long-term colleague relationships are the norm, consultants often work with clients on a project-by-project basis. Building trust quickly through credibility, transparency, and consistent performance is essential. Functional team relationships do not necessarily exist at the start of a project, even in your client, and you will need to be proactive to create these.
Continuous Learning and Improvement: The consulting landscape is dynamic, requiring a commitment to continuous learning and professional development. Stay updated with industry trends, new technologies, and best practices to provide the highest value to your clients. A consultant is expected to bring both experience and the latest technology and best practices to their client. Your corporate experience remains a strong foundation, but the longer you are in a consulting role the more out of date and relevant your previous corporate experience will become, and the more your consulting experience matters.
Adding Value Without Line Responsibility
Expertise and Insight: Your expertise and fresh perspective are your primary assets as a consultant. Offer insights that internal teams might overlook due to familiarity with existing processes. Leverage your experience to provide innovative solutions and strategic advice. Bring your full experience and expertise to the table but be wary of trying to recreate your old corporate role on a client project. It is time to move on!
Facilitating Change: Consultants can drive change by facilitating workshops, training sessions, and strategy meetings. Guide your clients through the implementation of new processes or technologies, ensuring they are equipped to sustain improvements independently. Resist the temptation to take ownership of a client problem and do it all yourself. When you leave the client is left in no position to continue where you left off.
Objective Assessment: As an external consultant, you bring objectivity to the table. Conduct thorough assessments to identify inefficiencies and opportunities for improvement without the bias that internal stakeholders might have.
Conclusion
Transitioning from a corporate employee to a consultant involves significant shifts in approach and attitude. By focusing on client needs, being proactive, and embracing flexibility, you can add substantial value to your clients. Ownership, relationship-building, and continuous learning will help you thrive in this new role, enabling you to deliver impactful solutions without the constraints of line responsibility. You need to become an enabler and deliver your results through other people by using your influence and people skills.
Embrace the challenge, and leverage your engineering expertise to become a trusted advisor and catalyst for change in your clients’ organisations.
