You can boost the fortunes of your consulting firm in numerous ways. Improve your processes, adopt better techniques, dial up your leverage, incorporate dessert breaks… the list goes on and on. Amongst these, there’s one, (fairly) easy shift you could make today that will help every aspect of your consulting firm.
How cool would it be if you could elevate every aspect of your consulting firm—winning engagements, creating value, infrastructure, and strategic health—by supplying one, abundantly available ingredient?
Well, put on your smiley face, my friend, because there is such an ingredient. It’s called:
Enthusiasm enhances your strengths and mitigates your shortcomings. It makes your consulting work infinitely more enjoyable while nourishing a healthier, more lucrative consulting firm.
When you’re enthusiastic, your prospects see:
Confidence. As I’ve noted elsewhere, research shows that buyers of consulting will select a more confident consultant over a more qualified, less confident consultant.
Joy. Your firm appears to be fun to be with and work with. Everyone can use a little more joy in their lives, and clients are naturally attracted to this sweet attribute.
Interest. People like people who are interested in them. A client who senses you’re keenly interested in him, will reciprocate with a higher level of interest in you.
Your enthusiasm is infectious. Your consulting team as well as any staff and subcontractors are sensitive to the height of your inner fire. When your flame burns bright, they’ll all work harder and perform better.
Your zest shapes their perception of their assignments. And, it’s easier to produce high-value results when they look forward to their work than when it’s drudgery.
In addition, if your delivery involves behavior change on the part of your client, your clients are more likely to adopt the recommended changes (and experience the benefits) if you’re passionate in your presentation and support.
Infrastructure and Strategic Health
The same qualities that attract clients (confidence, joy, interest), work in your favor when you’re building your firm.
You’ll attract better talent and land personnel who otherwise might not look twice at your consulting business if you display unbridled enthusiasm for your firm, your clients and the work you do.
Your level of excitement is also a compass, indicating where you should apply your skills as a firm and your time as a consultant.
Tasks you’re not naturally enthused by (bookkeeping, tweaking presentations, cleaning chocolate residue from the keyboard) are tasks you should offload to others. Projects that are boring are projects you can limit to a Bread and Butter role or walk away from entirely.
One conundrum I haven’t addressed in this article is how to become enthusiastic if you’re not feeling that way. I’d certainly welcome your thoughts on that.
In the meantime, though, I’m excited to hear: How has enthusiasm helped your consulting practice?
Text and images are © 2021 David A. Fields, all rights reserved.