Last year I took a light take on advice we might offer those with aspiration to enter the consultancy world, with one sub-plot a revenge for advice to our clients as to how to milk us for all we are worth and get the best out of consultancy.  https://www.phase3consulting.co.uk/getting-the-best-out-of-consultancy/

Here I trade up my 15 tips with a (slightly!) more serious slant. Older, wiser and with seasoning I’m still egging you on to go for it – it’s a great job!

1 . You’ll take less holidays and not more – you may imagine all the freedom in the world. In practice, it will take a good while before you trust that there’s enough work around the corner to relax unpaid on a beach for a fortnight. Don’t use your confidence as an accurate gauge as to your effectiveness – look beyond yourself for learning and for feedback.

2. Satnavs can stop – and when they do, it’s without warning, on a road without signposts that mean anything to you and always on the way in to work and not the way home. Have a plan B. And C. Your headline plan B starts with “when I don’t have access to the net I will……”

3. Sometimes it is better to give up – at least until the morning. Fresher brains find solutions and your client might prefer to have an honest 90% of scope delivered than a wasted day satisfying a perfectionist mind-set when it comes to your technical prowess. Monitor your daily progress and talk to your client about how you are getting on. Decide together as to whether a change of tack is needed.

4. Understanding train tickets is actually quite easy – believe it or not, there will come a time all too soon when you can work out why the trainline appears to deliver random answers on price. Better still, all those early days headaches will soon dissipate and become just that thing you do. Allow more time in the beginning.

5. Notes are vital – I make the same recommendation to those working with you, but you really will forget. If you don’t forget, your client colleagues might well and then your note-taking system will prove worth its weight in light-as-a-feather-thin-device. Documentation can be the downfall of the best and the redemption of the poorest of consultancy experience. Even if you got nowhere, think of your documented day as your personal test script.

6. Prepare for month one cash-flow – moving from a salaried job to payment after invoice payment terms means a month of coping on nothing. Plan how the mortgage is going to get paid for the interval until you’re into the swing of when your money comes in. Organisations don’t manage cash flow well for you – don’t undervalue the salaried consultancy option.

7. Appearance matters – to a degree. Remember that it takes a while before real trust is going to build in your credibility as a professional and many consultancy engagements involve shorter-term contact with the people you will need to impress. By all means have your own style, but do look like the professional you are. It’s more than a job interview. Your chosen personal profile has to be sustainable for you.

8. A consultant is not just there to say “yes” – the best consultants don’t necessarily agree to everything in the way in which it has been suggested. Your role is to offer expert advice and if you can see a more effective way, your clients are going to appreciate the suggestions, if supported by the right explanations as to impact and outcomes. Clients have different expectations of a consultant and you need a whisker-like sensor on this. Are you a team-mate? An interventionist? Even antagonist? Critical friend?

9. Assume nothing – and especially not onsite facilities. Many clients will look after you wonderfully, but even access to water, tea and coffee is not necessarily a given. Incredibly it is possible for your daily rate to get in the way of remembering anything other than that you are an expert there to do an awful lot of a very good job. Arrive early and you can do both. Joyous days and disasters will teach you a resilience.

10. It is rather like public speaking – consultancy days involves lots of speaking and most of it public. If you like to avoid this, then pick your jobs carefully. And I quote a favourite colleague “There may be more of them than you think!” Sometimes the best value day for a team means involving everyone. It’s sensible to ask who you’ll be working with – and their job roles are useful to know too. These days consultancy is often offered remotely, including from within a team. At Phase 3 Consulting we call this “bite-sized”. There are plenty career options for the consultant who can communicate but who fears failure in the classroom.

11. Even easier than train tickets – is setting yourself up as self-employed sole trader with HMRC. Rather less easy is un-setting-yourself up and, if you’ve earned anything, you’ll find yourself completing self-assessment. You do need to decide if you’re going to operate as a sole trader (easier) or a limited company, so read some no-nonsense advice about the risks and (in)efficiencies with tax if you want to take the easy option. Watch out now for IR35 and ahead for the changes in definition of self-employment. “Gigs” in the Gig Economy *{see Footnote} may need to be increasingly short-term.

12. The concept of a capsule wardrobe is not ridiculous anymore – you will end up with a bag packed and ready to go and your working wardrobe will be carefully constructed around a minimum number of interchangeable options. Having two tubes of toothpaste is a good idea too. Oh, and invest in your travel case. It must lift, shift and swivel effortlessly and if it doesn’t, ditch it early.

13. You may crave eggs or beans on toast – hotel dinners or delicatessen sandwiches start out really good and after a while everyone wants back home comfort eating. Yet as gourmet food trends in hotel lounges lose their glamour factor, there will be increased pleasure in a rediscovery of your own things.

14. A personal phone is not your client’s friend – I’m not impressed if I engage someone for the day and it seems like their wife/friend/the garage people take a good chunk of it. You will have distinctly less opportunity to deal with personal issues during your working day than in the course of employment with a steady team. For which reason not least:

15. You need your friends – there is nothing more valuable after a difficult day or on a difficult mission not to be on your own with it. Sharing your knowledge does not diminish your personal value and it will bring you all that you may miss of “ordinary” office life.

Consultancy life brings flexibility, plenty fun and a freedom to work at your best. Clients regard your role differently from that of a co-worker. Get used to the terminology of “resource”, “utilisation” and “add value” – all with your name attached. These mean you’re part of an expert team, with a working life to balance and doing your job well. As I work to develop the careers of consultants in HR technology, I reflect that of course each remains the individual. Cater in your career plan for the factors you know you need – mentoring, learning opportunity, company, a safety-net, a challenge. You won’t change too much, but you may suspect your potential will.

* Gig Economy“gigs” used to mean just musicians, but now this means jobs. The gig economy is a US term with growing prevalence telling us about the trend towards independent and freelance styles of work of a temporary nature. Uber is said to epitomise “gig” work, which is essentially the opposite of a “job for life” culture. The implications for HR tech is clear – workforces to cater for that are more fluid and with less clear definitions as to who is worker, professional, provider, manager – and their systems engagement therefore.
For a weekly word deciphered, look out for the Phase 3 #WOTW (“Word of the Week”) here

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