What Type Of Person Thrives In The Consulting Industry According To A Business Solutions Architect At Avanade
In consulting sales, success hinges on exceptional communication, both written and oral, coupled with keen observation skills to offer objective insights to clients; the ability to build rapport, actively listen, and demonstrate value are paramount, as "what's gonna close a deal...is the people that are there to explain it," requiring strong organizational and time-management abilities to meet tight deadlines.
Communication Skills, Observation Skills, People Skills, Organizational Skills, Time Management
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Meng Qi
Business Solutions Architect
Avanade
Georgia Tech, 2014
UCLA FEMBA
Engineering - Industrial
Consulting & Related Professional Services, Technology
Consulting
Honors Student, Scholarship Recipient, Took Out Loans, Greek Life Member
Video Highlights
1. Strong communication skills (written and verbal) are crucial for success in consulting, involving consistent communication before, during, and after projects.
2. Excellent observation skills are needed to provide an outsider's perspective to clients and identify areas for improvement in their business operations.
3. Time management and organizational skills are essential, especially given the short deadlines and critical timelines often involved in sales and consulting projects where missing deadlines can mean losing opportunities.
Transcript
How would you describe people who typically thrive in your industry?
I'm in consulting, and also on the sales side of consulting. People who thrive in this industry need strong communication skills.
Consultants engage in extensive oral and written communication before, during, and after projects. This includes asking questions, following up, requesting references, and communicating value through writing and created materials like content marketing.
People who are good observers also do well. If you're doing a plant tour and the client walks you through their operations, it's hard for them to assess their own business because they're too close to it. You provide an outsider's view, helping them become more objective and informed about how they run things. You might notice things they overlook.
You really want to have good observation skills and be able to describe what you're seeing in good detail when discussing it with the client. At the end of the day, because you're in sales and consulting, you need people skills. You have to be empathetic, demonstrate value, and hold conversations.
Look for opportunities to add value beyond your primary role. This involves listening intently, asking curious questions, and learning about their business. Do your homework, understand the client, and research things like their news articles and 10Ks.
All organizations require some level of people skills to succeed. In consulting, it's almost like 150% people skills. What closes a deal is often not the money or the tool, but the people explaining it. Clients buy the person selling the solution.
People who are well-organized and good at managing their time are also important. Sometimes opportunities have very short turnarounds, perhaps only five days. You just have to manage your time well and not miss deadlines.
Missing a deadline in sales means you're out of the race. This is different from working internally, where you might explain missed deadlines and get more time. For proposals, clients have decision timelines, and if you don't meet their requirements, you're out.
Being able to create plans for your work, stick to them, and follow through is really important.