Blog | Joey Tamer

The 12 Characteristics of Successful Consultants – a preview

Jan 1, 2013

I am developing a new series of short articles defining the characteristics required to maximize a consultant’s success, based on my work optimizing the practices of established, already-successful consultants. Here is a preview of the articles that will appear...

# 1 Stating your unique expertise (from “The 12 Characteristics of Successful Consultants”)

Jan 1, 2013

This article is one of a series on the 12 characteristics that are required to succeed as an independent consultant, based on my work with experts optimizing their consultancies. Here is the link to the entire series. Your expertise is not enough to ensure your...

#2 Confidence (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

A key component to success in consulting is deeply embedded confidence — in your expertise, but even more so, in your belief in your personal value. You must be unshakable by the behavior of your prospects and clients, by rejection or the...

#3 Patience & Optimism (from “The 12 characteristics of successful consultants)

Jan 1, 2013

Consulting as a solo entrepreneur, when you must create all your own new client work as the key rainmaker, is a tough gig. I am surprised at the constant commitment it takes, even after 25 years of doing it. This kind of creative work, making your own work, insists...

#4 Back up Capital (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

Consulting has its ups and downs. Even long-time successful consultants can find themselves with minimal or no work, for an extended period. There are economic and market shifts we just do not control, and they have a direct effect on us. To succeed at consulting,...

#5 The ability to pitch and close, to network, to work a room (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

“Rainmakers” make rain — they bring in the vital resources to keep things growing — in this instance, clients and billable work. In sales jargon, “you eat what you kill.” If you cannot make the rain come, or bring in the food to...

#8 Ability to speak & write in a short, succinct style (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

A key to success in consulting lies in simplifying your communication: no corporate-speak, no academic-speak, just subject-verb-object like you learned in second grade. Your prospects and clients weary of plowing through your long complex sentences, voiced in the...

#9 Zen distance from your clients and their decisions (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

Achieving and maintaining your core “zen distance” from your clients and their decisions may be the most difficult skill you will learn over your years as a consultant. This distance (sometimes called “disinterestedness” by spiritual folks)...

#10 A strong network of referrals: a 5-point profile (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

Maintain a strong network of referrals — avoid erratic work flow. Most consulting gigs come through someone telling someone else about you and your expertise. This talking about you constitutes a “warm” introduction and becomes a referred prospect. ...

#11 A strong pipeline of prospects (from “The 12 characteristics of successful consultants”)

Jan 1, 2013

Every strong consulting practice maintains a strong pipeline of prospects so that new work is always pending and closing. As this new work layers on top of your existing client work, you can project your revenues, profit margins and work schedules into the future. ...

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The 12 Characteristics of Successful Consultants – a preview

# 1 Stating your unique expertise (from “The 12 Characteristics of Successful Consultants”)

#2 Confidence (from “The 12 characteristics of successful consultants”)

#3 Patience & Optimism (from “The 12 characteristics of successful consultants)

#4 Back up Capital (from “The 12 characteristics of successful consultants”)

#5 The ability to pitch and close, to network, to work a room (from “The 12 characteristics of successful consultants”)

#8 Ability to speak & write in a short, succinct style (from “The 12 characteristics of successful consultants”)

#9 Zen distance from your clients and their decisions (from “The 12 characteristics of successful consultants”)

#10 A strong network of referrals: a 5-point profile (from “The 12 characteristics of successful consultants”)

#11 A strong pipeline of prospects (from “The 12 characteristics of successful consultants”)

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