To be a successful consultant takes more than just technical skill. Implementation, project management, stakeholder engagement and of course business development are all critical parts of the role. Especially as you become more senior. I believe that business development is a real differentiator between a good consultant and an excellent consultant.
Imagine interviewing for the next consultant to join your team of professionals. You have three strong candidates. All have the technical skills required and have history of managing large projects. However, one has a track record of proactively winning projects and bringing work into the team.
Who would you choose?
It seems obvious to me that a business developer who can do more than deliver technical work would be the front runner.
A Consultant with No Business Development
Let’s think about the consultant who is good a what they do and get their head down to deliver great work on time to the client. Commendable. But not different. Yes they get the work done, Yes they make the customers happy.
But, they rely on other staff to give them projects. When one project finishes they seek the next one from the leadership team. Ultimately they have very limited control on what projects they work on and when. Not only that but the visibility of what projects might be coming up is also defined by what others choose to tell them. Not being active in the market and discovering customer pain points for themselves can limit their view of what type of work is available and what exciting projects lie over the horizon.
This results in a tendency to become very insular within the business with limited visibility beyond its borders.
I must stress that there is absolutely nothing wrong with the individuals I have described above. In fact all consultancies need very competent technical professionals to get the work done. But for an ambitious consultant looking to get ahead, refusing to grow your business development skills can be extremely limiting.
A Consultant Who Engages with the Market
Instead, imagine a technically proficient consultant who understands and values business development and actively engages with both customers and the market. Not only can they perform the technical work, manage projects and deliver. Additionally they regularly talk to and listen to customers, understand market trends and know which projects are coming up and which ones to pursue.
This type of consultant is strategic in the way they view their work. They think about how projects will open doors to new customers and have a view on growing their business.
By engaging with business development these consultants keep them and their team busy pursuing, winning and delivering projects aligned with their purpose. No longer relying on others to pass them projects they become the writers of their own destiny.
A Consultant Adding Value
Compare the two consultants I’ve described above. Which do you think has more chance of getting leadership and commercial roles? Which one adds value to the business beyond their technical knowledge?
Which would you rather be? Which would you rather hire?
Gaining the necessary skillset doesn’t have to be difficult. Following my triple A framework is a good beginning. Scheduling in time every week to contact existing and prospective customers can set you on the right path.
Think about how you apply business development to your role. Is there more that you could be doing? Integrating business development in to your day isn’t difficult. It just takes forethought and purpose. Maybe you should start.
Business Development Success
Are looking to expand your Business Development skillset but are not quite sure where to begin? Download my guide to scaling your revenue below. This gives the go-to list of activities to get you taking the right action over the next ten days.
For a simple yet comprehensive framework to base your business development activity around I recommend checking out my new book Business Development Begins Here. It is available to order on Amazon. Visit the link to reserve your copy now.
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If you want a more proactive and personal approach to your or your teams business development I am available to help. Through face to face video calls I’ll set you on the right path and keep you accountable to future activity. I currently have space on my 1on1 personalized coaching and advisory program. To learn more click the button below.