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This is the most common area that clients seek professional business consulting services for. As the title states, providing industry specific information to a client, analyzing the structure of a business, or anything else that a client requests relating to their business is important. Remembering that just because a client asks for a set of information does not mean it is all the information a client needs – learning to strategically discuss and evaluate all expressed and unexpressed needs of a client is vital.
The number of problems that can arise in any given company are endless, but knowing how to intuitively encourage the client to understand all the true problems can be difficult. Most of the time the client needs help in defining the real issues for their business.
Making a Diagnosis
For business consultants, this is the bread and butter to all services – being able to accurately assess a situation and provide a valuable diagnosis. This objective tends to be the one that puts the most strain on the consultant-client relationship, because managers do not want to be in the wrong. The best business consultants have learned how to appropriately handle these situations.
This step is often done through a written report or oral presentation in order to summarize the conclusions. All business consultants at this step must be able to make convincing recommendations that are correlated to the analysis; basically, a business consultant must make sure that their recommendations are logical and have supported reasoning.
Implementing Recommended Solutions
As a business consultant, making a suggestion to change a client’s business in some way must be supported by how that change will be used, implemented, and the steps needed to make it happen. Clients want to utilize innovations and ideas that they can see actively working and growing their business, so making sure to help with these business solutions is vital.
Building Commitment Around the Solutions
This step is very similar to number five, however this involves more intuitiveness and interpersonal skills – a great business consultant must know how to convince a client to take action. It sounds odd that a client would not act on the suggestions and analysis that they paid for, but many times there are multiple factors that influence the ultimate decision. Focusing on effectively communicating and encouraging a client can be difficult, but the business consultants that master this skill will see positive results. This step also allows a business consultant to create a strong client-consultant relationship, hopefully leading to repeat business.
Facilitating Client Learning
This is another major step in facilitating a strong client-consultant relationship. Many successful business consultants work on effectively fixing the problem at hand, while teaching the client methods and strategies for future issues – don’t worry, this does not mean that you will lose business by teaching a client how to handle future challenges on their own. Instead, this will encourage great referrals to other business owners, which is one of the most effective marketing strategies for business consultants today.
Most of these objectives are typically asked by a client, however more often than not, business consultants focus solely on the simple task that is asked by the client. The first four objectives tend to be the most commonly requested services; however, clients often overlook the last few objectives, resulting in many clients not even asking (or knowing to ask) for these services. Not only does effective business consulting consist of implementing all of these stages, it also allows any business consultant to charge more for their services since they truly do offer the most bang for their buck! Going above and beyond client expectations by implementing all of these strategies to improve a client’s situation to help grow their business is key in competing in this incredibly diverse industry.