When A Consultant Is Impressive:
• Not every question is answered with an attempt at profound wisdom, but rather with, “I don’t know,” or “What makes you ask that?” or “I’m reminded of a client engagement….”
• There is a conversation about results, not methodology; results, not tasks.
• There isn’t a quick “jump to cause” and a solution in seven minutes.
• There is more listening than talking.
• There isn’t a need to justify or verify one’s position, no endless citations of other sources, no waving of credentials.
• Language is sophisticated, not dumbed down, and metaphors and analogies are employed to make points.
• Attire is at least as good as the buyer’s, if not better.
• The only time spent with non-buyers is to explore whether they can introduce you to buyers.
• There is a strong sense of humor, including self-effacing humor.
• The person is well-read, familiar with contemporary literary, artistic, and social issues, and possesses intellectual firepower.
• The other party doesn’t want to end the conversation because it’s so interesting, challenging, and value-laden.
© Alan Weiss 2013.