Q. 1 - Personal characteristics to be a Good Consultant.

#1: Confident
You have to look at a challenge and say, “I could do that.” It might even help if you are a little
megalomaniacal about your thinking; for example: “I can do anything, given enough time and
information.” Now that we live in an era in which information is almost always only a google
away, the question becomes, “Do I have enough time to master this?” Most of the spectacular
failures of consulting engagements probably result from a false positive answer to that question
— stemming from the very hubris that makes it possible to be successful.

#2: Problem solver

You need to be passionate about solving problems, because that is what you’ll be doing all day.
Whether it’s a problem with computers, logistics, or personnel, your clients want you to solve it.
Consulting may be for you if you like math and word problems; find problems in daily life more
of a challenge in optimization than a drag; and enjoy playing a difficult game or solving a tough
puzzle.

#3: Motivated
You have to be able to keep yourself on task, especially if you work from a remote office. If you
can’t control your tendency to procrastinate, you’ll never get anything done — and if you never
get anything done, you won’t keep your clients.

#4: Obsessive
Many of the problems you encounter will take a lot of mental juice to solve, which means that
you need to be able to focus your attention for long periods of time. You also need to be able to
continue to process a problem in the background when you’re not giving it full attention. Some
of my best solutions come to me in my sleep, in the shower, while taking a walk, or while
engaged in some other activity.

#5: Lateral thinker

While it’s important to focus on a specific problem, you should also be able to see beyond the
task at hand and question the assumptions that led to the problem; this can help you predict
problems and find opportunities that your client hasn’t considered.

#6: Personable
You’ll be involved in more than one company’s culture, and in each case, you’ll be seen as an
outsider at the beginning. You need to be able to win the confidence of strangers who may be
initially threatened by your presence. A big dose of humor works wonders, especially when you
direct it at yourself.
#7: Flexible
You will have to accommodate the priorities of multiple clients, as well as be flexible about
managing your time and money. For instance, you might get an emergency phone call in the
middle of the night that you can’t put off until morning; your monthly income will wax and wane
as projects come and go; and sometimes you might have trouble collecting your money on time.

#8: Assertive
Although you try to be flexible on most things, you must stand your ground on the things that
matter — like getting paid and maintaining your integrity. You have to be willing to lose your
client in order to defend your position in both of those cases.

#9: Honest
In the long run, it is always best to speak the truth. Your integrity is your most valuable asset;
once you lose it, it’s hard to get back.

#10: Realistic
This one seems to conflict with the others, but it actually tempers the other nine traits. You have
to realize that you can’t work 24/7. You must give yourself a life outside consulting, so you
don’t burn out. You can’t start thinking about all your outside activities in terms of how much
potential billable time they’re costing you. And you have to be willing to admit when you make a
mistake or need someone’s help. You’re not Superman… you’re a consultant.
Besides these personal qualities there are three key characteristics that good consultants tend to
share.
1. Long-term thinking

Good technical consultants tend to look for the long-term game. They recognize that
working exclusively on short-term problems will eventually force them into being
completely reactionary to customer problems. That’s a position that good consultants loath
since it means a much higher level of risk and makes it difficult to plan for sustained
success.
2. Drive to absorb more skills

Good consultants recognize that their skills are important no matter in what area they are
helping clients. Some consultants do very tactical work and must keep their skills up to date.
Others, who advise on more strategic issues, may need to maintain a wider breadth of
knowledge and trends. As long as consultants continue educate them, they will increase
their skills.

3. Customer service

Customer service is more than just responding to the customer’s immediate needs. It’s learning
to respond to customers in ways that make them feel good about being served. It’s about learning
the personal side of the customer beyond the technical needs. Customer service is the intent to
make the customer feel good about the interaction of hiring the consultant even when the
technical resolution isn’t exactly what was hoped for. Good technical consultants practice active
listening and control their enthusiasm in ways that make the customer comfortable.