The Art of Consulting
Posted by Kerri Birtch on November 6th, 2008
Note: This post has been edited and cross-posted from my personal blog.
As an Account Coordinator, I do a lot of things: make media lists, pitch journalists, handle mailouts, write matte stories, and assist with anything else people need help with.
While I really enjoy what I do, I recently was able to participate in what I think of as my first pitch/presentation to a potential not-for-profit client. After meeting with them, discussing their goals and challenges, following-up with questions and then putting together my first ever communications plan, I was pretty excited to have a chance to ’sell’ the clients on the plan. While a senior consultant did most of the talking (which makes sense to me), I was invited to discuss and explain the social media aspects of the plan. And as it turned out, I think I did a pretty darn good job.
It’s amazing sometimes you don’t realize how much you know about something until you have to try and sell someone else on the idea. I don’t think by any means that I’m an expert on the topic, but compared to a vast majority of the population out there, I actually know quite a bit.
But aside from my own role in the meeting, it was also a great pleasure to observe my colleagues in action. While it wasn’t a huge proposal with slides and a laser pointer, I was still in awe at their ability to be authentic, genuine and diplomatic at every turn. The more I watch those in our office interacting with clients, the more I realize how much I have to learn – it’s not nearly as easy as some might think.
Here’s why:
We work for them, but we may not always agree with everything they ask of us. I think the key is balancing their wants with what you as the consultant feel they need. Expressing your suggestions obviously needs to be done carefully and diplomatically, and in some cases, it may need to be firm and uncompromising (such as with ethical issues). If you disagree, you need to provide the client with a reasonable explanation why and do your very best to offer some alternative solutions.
To be a great consultant is truly an art. And like anything else, I think it’s going to take some practice, but luckily I have some great colleagues to learn from.
November 7th, 2008 » 12:21 pm
Great post Kerri. When I read this, I read the thoughts of a great consultant-in-the-making.
November 8th, 2008 » 6:11 pm
Nice post Kerri. I like the way you think.
Congratulations on participating in your first pitch!
November 10th, 2008 » 9:29 am
[...] in the Toronto office of Thornley Fallis, wrote a post on the PR Girlz blog recently talking about the art of consulting from the perspective of a new account [...]
November 12th, 2008 » 5:15 pm
Hey Kerri, u sure do have alot of responsibilities! LOL You really can absorb alot from people you work with, it amazes me what I pick up on a daily basis just listening to their phone conversations or presentations etc!
November 18th, 2008 » 3:35 pm
Congratulations on your first pitch!