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Thursday, 17th April, 2008 |
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| Business & Consultancy News | |
Consulting’s continued optimism
Usually at this time of year, the main concern of our readers is whether or not bonuses have met expectations. Not this year though. Top of readers' concerns right now is unsurprisingly the impact that the credit crunch (and associated bad press) is having on the consulting industry at large - and recruitment prospects in particular. We asked the specialist recruitment team at Astbury Marsden to comment on recent market developments and how these are impacting the activities of major players in the consulting industry.
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An agent for change
A few years ago virtually every consultant I met seemed to be working for the Post Office. Surely they couldn't all be in charge of sorting it out? I asked one about this and he explained that the Post Office was the consultant's equivalent of Sicily. Sicily, he explained, had been invaded by everybody, from the Moors to the Brits and it was a sort of nursery slope for world domination. The Post Office fulfilled a similar function for consultants.
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Rapport
Nine times out of ten, when we get objections to the course of action we are proposing, it's because we have failed to take into account the client's personal values. Sometimes, we think of building rapport as just breaking the ice, but understanding our client's priorities can be very powerful in helping us identify what they will see as the real risks and benefits. In the seventh of his fortnightly "Consulting Tips" thought pieces, Malcolm Sleath suggests what you should listen for, and how to show the client you understand.
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