The best consultants, like the best salespeople, are superb listeners. They show that in every meeting. Next take the time to identify your unique strengths and weaknesses. Self-examination can be a difficult process, but well worth the effort. No firm, no matter how large and accomplished, can be everything to everybody.
Clients prefer to deal with firms that have demonstrable expertise.
No matter how well trained any of us are, there are new areas unfolding every day. These give great opportunity to the consultants who are willing to explore them first. The need for real expertise here is far from satisfied today and there will be many engagements that need people with current skills. Whether your background is voice, networks, or data you have a great chance to get educated and to add real value to your clients' business on this area. Establish Your Value Finally, map those strengths to your clients' needs, deploying services that can improve your margin and profitability while building sustainable client relationships.