Chapter Three - Approach the Client

IT consultants must have in consideration not to assume that lack of technical knowledge is the only issue. It is commonly assumed that clients would want to buy only technical expertise from a consultant. Consultants need to keep in mind that clients might be looking not only for the technical approach, but also for help in many other areas of improvement.

The initial contact with the client is an assessment of both the technical competence and personal traits. Questioning will be typical in an initial interview, and more than likely the client will be also wondering if he or she can trust the other party.

Using the power of observation is crucial for the success of a consultant as important clues can be gathered from the client's reaction.

According to the author the following are simple rules a consultant can follow to positively influence the client's evaluation:

• Give confidence to receive confidence
• Don't push the river
• Don't prescribe before diagnosing
• Test your understanding

It is critical to use a structured method of profiling the meeting between the client and the consultant during the initial interview.

Chapter Two - The IT Consulting Skill Set

It should not be just technical; instead the consultant should possess certain character traits in order to be successful in his or her endeavors in the consultancy arena.
The author mentions four critical skills a consultant should develop. These skills are:

• Advisory
• Technical
• Business
• Communication

Advisory: Clients rely in the consultant advise in order to be successful in their business. Consultants are professionals like doctors, lawyers, and engineers; and just like they do, consultants spend a great amount of time explaining complicated concepts difficult to understand to others.

Technical: According to the author, technical advice in IT is a lifetime learning experience. These skills are the core of all training, certifications, and diplomas. Technical expertise is a process, not an event.

Business Skills: Currently it is common to find technical experts who lack an understanding of business issues. Sometimes IT consultants have never practiced any business techniques at all, and sometimes managers do not find these skills important to the IT function. Consultants who have some knowledge about the client's industry, business history, etc. create a positive impression of an experienced and competent professional.

Communication: Consulting is COMMUNICATION! Without a clear, open, direct, and effective communication between the consultant and the client, the consultation process cannot take place.