Futurespace Courageous Conversations: Value of consultants

November 25 2024

What makes you or your company stand out? Why should a potential client choose you? What is your expertise and how do you sell it? 

In this challenging climate it is even more essential to be able to sell your expertise effectively. Win Without Pitching founder and 2024 Futurespace keynote speaker Blair Enns says even seasoned sales veterans often push too hard: “The sale is the sample of the engagement to follow. It is where the roles are assigned. If we play the needy vendor in the sale, we will be relegated to that status in the engagement. If we want to lead in the engagement, we must lead in the sale.”   

We spoke to Blair in the lead-up to this year’s conference about how selling consultants’ expertise is different to selling goods or transactional services. His latest book, The Four Conversations: A New Model for Selling Expertise, is about selling the way you practice. He says: “Your first job is to be the expert advisor or practitioner. Your second job is selling that expertise.” Read our interview with Blair here. 

At the Futurespace workshops, we asked attendees to discuss the most important qualities for a successful consultant and strategies for influencing clients and decision-makers on the value of consultants and the services provided. Below we share the thoughts that emerged. 

Qualities of a successful consultant 

Effective and transparent communication 

  • Effectively convey ideas and updates to clients, ensuring transparency in all interactions. 
  • Understand client needs by actively listening and asking the right questions. 

Technical expertise and business acumen 

  • Maintain a high level of technical knowledge and expertise in your field. 
  • Understand the business context and financial implications of your work. 

Client-focused 

  • Know your clients’ goals and challenges, and tailor your services to meet their specific needs. 
  • Develop strong, trust-based relationships by being reliable and delivering quality work. 

Ethical and respectful 

  • Uphold ethical standards and demonstrate integrity in all dealings. 
  • Show respect for clients’ ideas and perspectives. 

Flexible and open minded 

  • Be adaptable and open to new ideas and approaches. 
  • Navigate complex issues and problem-solve to provide innovative solutions. 

Enthusiastic and collaborative 

  • Demonstrate passion for your work and enable clients to enjoy the process. 
  • Work collaboratively with clients, making the process engaging and fun. 

Strategies for influencing clients and decision-makers 

Build relationships and trust 

  • Position yourself as a trusted advisor by demonstrating your value and expertise. 
  • Engage early with clients to influence their decisions and build strong relationships. 

Provide thought leadership 

  • Lead with thoughtful insights and innovative ideas, showcasing your expertise. 
  • Use storytelling to demonstrate successes and integrity, making your value clear to clients. 

Understand clients’ needs 

  • Listen to clients’ needs without assuming and provide tailored client-centric solutions. 
  • Have honest and open conversations about risks and opportunities. 

Demonstrate value 

  • Showcase your track record and provide referees. 
  • Inform clients about what you do and how it aligns with their objectives and goals. 

High professional standards 

  • Maintain high professional standards and demonstrate your expertise through accreditation. 
  • Act with integrity and honesty in all interactions, owning any issues and responding promptly. 

Collaborate 

  • Foster a partnership rather than a transactional relationship with clients. 
  • Be available to your clients when they need you.