Below is the equation that I have on my office wall to ensure the proper mindset for being a consultant. I've got 2 chapters completed of a book outlining the equation and the application of it to consultants wishing to take their practice to the next level. Stay tuned for more information.
Passion + Relationships + Value= Satisfaction + Profit
[Actions]
Passion: Intense, subject matter enthusiasm. I am passionate about Organizational Development and Technology. Are you passionate about your career choice? If not, make a choice to change.
Relationships: See “But enough about me” outlining the value of relationships in consulting. Relationships are built on trust and nurtured through authentic communication.
Value: Confidence is required that you can bring the value of your passion to your clients. I believe it was Dr. Alan Weiss who wrote, “The first sale is to yourself”, which reflects the need for supreme, self-confidence regarding implementing your subject matter to improve your clients. If you are passionate about playing golf on the moon, it is unlikely that will translate into a specific value to a client.
[Results]
Satisfaction: This is the feeling in knowing that the client has realized the value of your consulting. People talk about job satisfaction and life satisfaction. Since a consultant’s life is intertwined with his or her passion, separating these measures of satisfaction is useless. “If you enjoy your job, you never have to go to a day of work.” – Someone wiser than I
Profit: One of the benefits of pursuing my passion is that the quality of my work will be significantly higher than any other career choice. A higher quality of work means increased client satisfaction and thus more profit.
Warning!
Fully adopting the attitude and approach above will result in having much more fun!