What Are the Qualities of a Successful Management Consultant?

Management consulting as a calling

Management consulting is a very specific niche or calling. Successful consultants are known to
possess qualities and characteristics that are essential for carrying out the rigorous duties associated
with the role. Contrary to popular belief, the characteristics of a successful management consultant
can be honed through years of practice. Before we dive into the specific qualities, let’s take a closer
look at what the job entails in order to better understand what type of individuals fair well in the
profession.

Summary of a consultant’s job description

• The way the media portrays management consulting is very different from what the job is really
like. Consultants are trained to think outside the box. This also applies to their work schedule. Most
consultants are required to work and travel on a regular basis, which can be very disconcerting. The
traveling aspect is a concern for many consultants because it’s an unpredictable factor in their hectic
schedule of meeting deadlines and writing reports.
• Furthermore, clients can be extremely demanding, primarily because they feel somewhat uneasy
about putting the fate of their company in the hands of a management consultant. The pressure of the
job is another factor that can make the most seasoned and experienced consultants fold. It takes an
individual with a strong and disciplined mind to get through weeks of brainstorming and meetings
while staying 100% focused.
• Consistency is expected and is one of the hardest parts of the profession. Top consulting firms
require their employees to stay sharp in every aspect of the job. In the beginning this can seem like a
walk in the park, but midway into a consultant’s career when the stakes are higher, it may not be that
easy.

Qualities of a successful consultant

Communication and social skills. A consultant must have strong communication and social skills—
it’s an unavoidable aspect of the profession. Professionals are required to talk to clients and
colleagues, report to their superiors, hold meetings, present at conferences, and more. Many
individuals who simply try to present themselves as friendly or sociable won’t make the cut because
consultants are required to be sociable 24/7. When a consultant isn’t at the office or in a meeting, he
or she might be networking or taking a group of clients to lunch. Even those who are naturally
outgoing or comfortable around people may feel that this side of the job can get overwhelming at
times. Introverts may find it difficult to compete with other consultants who are more vocal. This
doesn’t mean that all successful consultants are extroverts; however, in order to cope with the social
aspects of the job, employees who are shy and timid may need to exert twice the effort to breakdown
personal boundaries that may be hindering them from performing well.
Quick and organized thinking. Management consultants are required to sift through endless
amounts of information while formulating a solution, which requires a well-structured mind. It’s
almost like stepping into the middle of a battlefield; a consultant may have an arsenal of frameworks
memorized, but organized thinking also includes efficient application. A consultant must know when
to use what he or she has learned in order to arrive at the best solution. Without this skill, it may take
some time for an individual to reach a feasible solution; a luxury that most consultants don’t have.
Think outside the box (creative thinking). One of the main reasons that leading companies hire
management consultants is because of their point of view. It’s difficult to spot internal problems
within a large company when you’re part of its daily operations. Furthermore, some of the staff are
so used to the structure and business functions that they are unable to pinpoint the weak spots. A
successful consultant can walk into a company, analyze the facts and figures, identify the areas that
need improved, and find a viable solution for implementation. Many companies aren’t quick to admit
that they rely on a management consultant’s expert advice or proposed solution. Before hiring a
consultant, businesses have most likely tried everything to salvage or find an answer to their
problems. A consultant must be creative enough to formulate a solution that the management or
senior staff has not thought of. Thinking outside the box doesn’t end with a feasible solution. A
management consultant is also required to implement the new plan and put it into action. This
entails creative thinking, as most companies are looking for fresh and new ideas that can help them
stand out from their competitors and solidify their brand.
Superior math skills. A consultant must also be well versed in the technical aspect of the
occupation. This includes mental math abilities as well as analytical skills. Even though calculators
and spreadsheets are readily available, it doesn’t necessarily mean they should be used for every
calculation. Imagine pulling out a calculator in the middle of a presentation in front of the senior staff
in a multi-national company—it doesn’t fit the image of an expert consultant. More importantly, the
computation must be accurate. It’s true that most computations are rough averages or estimates, but
even so, the margins provided by a management consultant aren’t too far off the actual mark. Part of
the work of a consultant requires analyzing graphs for accurate forecasts and calculated projections.
As we all know, not all data on a graph is important. Successful consultants know how to analyze
charts and identify the information or data that is relevant, which enables them to quickly formulate
a solution.
Adaptability. Each client is different. Even if they are competitors in the same industry, working
with the same products, services, and concerns, internally (i.e., structure, mission, forecasts) they are
very different. A successful consultant is required to acclimate and adapt to the needs of the client as
well as meet the objectives set by his or her superiors. This is not a simple feat, even though most
consulting firms specialize in specific industries and sectors. Moreover, consultants must also adapt
to global trends, which may require a renewed mindset. Consultants are expected to be caught up to
speed in a short amount of time. This may mean reading and comprehending a large amount of
information over a few cups of coffee.
Work exceptionally well in a team. A team of consultants who work well together can be a
powerful force in a high caliber firm. Unfortunately, the opposite is also true. Consultants who are
great on their own but are unable to work well in a team can easily derail a project. Teamwork is an
essential part of being a consultant. It’s not practical to attempt to do everything alone; those who try
may burn themselves out. A highly successful consultant knows the strengths and weakness of each
of his or her teammates and is able to maximize the potential of each member, which saves time and
effort. Working effectively in a team also requires a consultant to be sensitive to the needs of others.
The ability to empathize with a group of consultants is hard to come by. Most consultants have a
tough outer shell, but a successful consultant in charge of leading a team knows when to push and
motivate and when to relax and take a break- even when the other members of the team aren’t
backing down. Strong empathy skills can raise productivity and prevent breakdowns.
Drive and motivation. It’s easy to spot successful management consultants. They talk a little
differently, and move with confidence, without being too arrogant. Their work is always thorough
and they know how to make the most out of seemingly hopeless situations. Lastly, they are always
working towards a goal and are never satisfied with mediocre results. How does a consultant achieve
this mindset? The best consultants are truly made for the job. Preparation and hard work, amounting
to valuable work experience, has set them apart from their colleagues. Motivation is essential in the
consulting industry; many experts question their career when the pressure starts to build, but don’t
throw in the towel. "It's not the load that breaks you down, it's the way you carry it." — Lou Holtz.
In conclusion, perfecting the qualities of a highly successful consultant requires years of practice and
preparation. The management consulting industry is rewarding to those who are willing to work
hard and help others along the way.