One of the things I enjoy most when consulting with a business owner or executive is the discovery process. With the right questions, it’s possible to drill down quickly and pick some of the key issues the client is wrestling with. The discovery process determines ways to overcome what’s holding their company back. Some typical issues are: staffing, expansion, finances, potential partners and leads. It’s great when you have a few issues because you can select the most important ones.
It takes a good Consultant to uncover the most important pieces of this puzzle. Asking the right questions, leads to understanding the biggest challenges the owner faces. As entrepreneurs we all have things that are bothering us or holding us back and by hiring a Consultant who has been through the battles, it becomes easier to determine the best solutions.
Most clients are eager to speak with someone (who h
as the experience), because they may not be getting another objective voice. As an owner, we tend to solicit help from key employees, spouses and friends which is one way to get feedback however, this can often be empathic while not digging deeper into the problems.
The difference in working with a qualified Business Consultant is that they can be challenging and ask the tough questions. They typically don’t have a “stake” and are free to tactfully frame questions that they can ask that will be helpful. Sometime a Consultant is part Coach and part Consultant. The value is in leading the client to approach the issues and discover the best solution on their own terms. Chances are, they already know what they have to do, they likely are looking for confirmation and a different viewpoint.
Sustained results from Consultant help the owner uncover deeper clarification that will ultimately help overcome the issues they face. By leading the discussions in the right direction, the Business Consultant helps the client bring about changes that are lasting. This creates a new path forward.
I’ll continue to write more blogs on the Consulting process with examples from some of the clients I have worked with. A good Consultant wants the client to discover the gaps, leading to sustainable changes that will help the company. Occasionally, I have worked with clients for longer terms. In most cases, as a Consultant, the contract lasts up to six months and may be recurring.