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The key is having the ability to maintain a good relationship and ensuring that the job gets done. If you are professional and can demonstrate a return on investment, then there is no reason why a client will not give you repeat business.You have to be mindful that some people in a business have considerable knowledge, so to tap into this information and benefit from it you have to show a certain level of respect. Evaluating an assignment is a critical part of the consultancy process, but sometimes it is complicated as it might deal with intangible benefits.
What is your ideal strategy to develop a productive relationship?
I am not a salesman selling a product, I am an HR professional selling a unique service.
Honesty, integrity, professionalism and manners cost nothing but make good business sense and provide the foundation to form long lasting relationships.
How do you manage those clients who hire you for your expertise, but still want to have a say on how you carry out your work?
I think there are too many “generalist” consultants in the market.
To be competitive, you need to be able to offer something that others can’t. If so, how do you make sure you comply with legislation abroad? One of my selling points is that I can offer support to companies based in the UK and have operations overseas, requiring support there too.Not one client is the same and in every organisation there are different personalities and some individuals are more strong willed than others.There will be times when there is a reluctance to share particular information or resources.Consider your capabilities, do you have the tenure or experience in HR to make a quick impact in a company?These are all questions to be asked of yourself and there are a lot more, some that you will ask even once you have established yourself as a consultant. We are learning every day and as the challenges we face within business are changing, HR is constantly evolving to tackle them.Once in the country it is easier to put what I have learned into context and being on site provides a more comprehensive understanding of how local employment laws are applied.Consultancy is a client-oriented business, but misunderstandings on the nature of the service can be frequent between provider and purchaser.Planning and strategy is essential when approaching assignments because we have to consider all possible issues that the client may not. Don’t go into the consultancy world half heartedly. How connected are you in terms of networking and leads?A career as consultant can be very attractive and rewarding, but also frustrating (i.e. You need to prepare, plan and be sure that you know what you are getting into. Do you know people who will recommend you to others? Why should a company choose you over another consultant?I have been fortunate enough to have had a varied and exciting career that has taken me all over the world and allowed me to utilise my skills while expanding my knowledge.It is this international aspect of my career which has given me the confidence to establish my own consultancy.