6 steps to break into global development consulting

Aspiring development consultants see a dilemma: How does a new consultant transition into development consulting when few people are willing to hire someone without experience? This catch-22 frustrates many first-time consultants eager to bring their skills to the global development sector. Fortunately, you don't need to be on the “inside track” to succeed as an international development consultant. Leading development firms increasingly seek people with skills from the private sector, for example, in areas like web design, communication and career development. The ability to bring a new perspective is a currency itself, and can be the “in” those without prior development experience need. Still, succeeding in a competitive environment requires drive and persistence. Here are six steps to get started. 1. Take stock It’s easy to romanticize living and working abroad, but development work can be challenging and often uncomfortable. Take stock of your goals and lifestyle to ensure that development consulting is a good choice. If you seek full-time work overseas, it’s advisable on a personal and professional basis to experience your target country’s living conditions. “Applicants must explain why they’re good candidates for projects in countries like Nigeria, especially if they’ve spent their life in Wisconsin,” advised Ben Salt, a recruiter with DAI. “New consultants should self-assess to determine that they’re ready for overseas placements. Can they live in a place where the electricity shuts off every night? If they’re a vegetarian, can they live in a country with limited dietary options?” Anita Campion, president of AZMJ, an international development firm that provides investment advisory services, regularly hires freelance consultants with project-specific technical knowledge, but stresses that consultants must have a basic understanding of the project country. “We look for consultants with some previous travel experience in developing countries, even it was on a vacation,” she said. If you determine that full-time overseas work is not your goal, consider working on projects in your home country. Many development organizations maintain their home office in North America or Europe, which offer opportunities for consultants to play a supporting role in marketing, management or project administration. In 2012, for example, Heifer International, a nonprofit that enables communities to overcome poverty by providing livestock and trainings, was searching for the right company to help them create a new company website. The web development firm they went with, Lifeblue, didn’t start the project with any knowledge about international development, but they “immersed in Heifer’s operations so that we could speak their language and ask the right questions,” said Phillip Blackmon, Lifeblue’s co-founder. “This connected us to Heifer’s mission, informed our work and inspired our entire staff.” 2. Find your niche The U.S. Agency for International Development and other governmental organizations are often the first places where new consultants pursue projects. Unfortunately, top development agencies are difficult for first-time consultants to break into. Instead, look for opportunities with nonprofits, NGOs, and international development consultancies, which offer more subcontracting opportunities. Start by identifying and studying organizations in your focus area. What projects are in demand? What are the challenges and opportunities? How will you use your skills and experience to guide your efforts? For example, will you focus on a specific area like poverty alleviation, target a specific geographic region, or do you have language skills that will guide your choices? Once you’ve listed prospective organizations, immerse in yourself in that niche, recommended David Lavin, a Latin America and Brazil business development specialist. “Study Devex job listings that relate to your goals and practice linking your skills to real world projects,” he shared. “Follow influential people and companies on Twitter and LinkedIn. Join relevant groups, subscribe to blogs and participate in forums.” All of these sources, he noted, can enable a consultant to take the pulse of a targeted industry. 3. Mold your skills Just because you lack history in your chosen field doesn't make you an undesirable applicant. Experts advise taking an inventory of your work experience and shaping your transferable skills to specific consulting positions, explaining how these skills are valuable to potential employers. “We look for people who can demonstrate a record of meeting objectives and overcoming obstacles in other fields,” said Tim Knight, general manager and vice president of Engility. “I regularly hire people who’ve knocked on my door, demonstrated that they’ve done their homework and make a personal connection that sets them apart from a pile of resumes.” Next, create a functional CV based on where you want to go, not just where you’ve been, that makes a case for how your skills transfer to the consulting position. “People should avoid firing off a CV saying to themselves, ‘I know I can do that!’” said Benjamin Salt, a recruiter at DAI. “This generic approach makes it hard to get noticed by busy recruiters reviewing hundreds of CVs from the U.S., Europe and Africa.” Salt recommended creating your CV around relevant skills, not merely a chronological listing of your job history. “If you work in banking, for example, break down your core skills and show how they’ll transfer into a international development project,” he suggested. “Customize your CV each time you apply to ensure it speaks to the specific needs of that organization.” 4. Volunteer and pro bono You can boost your resume, gain industry knowledge and determine that you’ve chosen the right field by volunteering your skills to relevant development organizations. Volunteer work can help you demonstrate your ability to learn on your feet, take on responsibility or lead an initiative that can ultimately connect you with potential consulting opportunities. Gisele McAuliffe, a public relations consultant, launched her development consulting career after volunteering at the Red Cross in Seattle. Her volunteer work taught her how a large nonprofit worked from the inside while giving her opportunities to transfer her media relations skills to international projects; the experience ultimately led to a position in the Red Cross media relations division. In 2002, McAuliffe launched her own development consulting firm, Advocacy Communications International, Inc., which provides strategic communications counsel to international development and environmental organizations. She credits her volunteer efforts with opening doors and providing her with initial development consulting opportunities. “First-time consultants should study the missions and programs at targeted organizations before reaching out to decision makers, expressing how you can make a difference and your willingness to pay your own way,” McAuliffe said. “Volunteering provides invaluable experience and can help you form relationships that lead to referrals for paid consulting work.” 5. Build your network People tend to hire who they know. This isn’t to say you’re out of the running just because you aren’t connected in the development realm, but you do need to make human contacts that generate cooperation and referrals. Forming a network of people who know you, trust you and respect you enough to recommend you when opportunities arise. There’s no substitute for human contact. Get out from behind the computer and personally connect with your niche. Attend conferences. Work the room and introduce yourself, conduct informal interviews to learn about relevant projects. The more you network, the more distinctive you’ll make yourself. Social media sites like LinkedIn can support your networking strategy by connecting with global development sector contacts. Join relevant online forums, spend time reading and familiarizing yourself with the community. Post useful information that displays your skills; the more you engage with the group, the more you’ll develop name recognition, credibility and trust. Charles Greene, a Washington, DC-based presentation skills consultant, leveraged his existing network to break into development consulting. Having worked with companies like Johnson & Johnson, Panasonic and Wells Fargo, Greene saw that development agencies needed his skills and he tailored his service packages to serve the development consulting space. “I knew that many people are bad presenters, in both the private and development sectors,” said Greene. “I created a one-page summary of my services, tailored to the development sector. Then I made connections at trade shows and learned about upcoming development conferences where I could connect with consulting opportunities.” Networking generated Green’s first development sector client, which has since led to other projects. He maintains his visibility through continued networking and stays in touch with his contact network. “I market myself continuously because it can take three months or 3 years for a prospect to become a client,” he said. 6. Market yourself It’s time to approach potential employers. But don’t just respond to posted job listings. In addition you should proactively identify and approach organizations that fall inside your specialty area, especially smaller organisations with fewer bureaucratic hurdles for new consultants. Contact recruiters, introduce yourself and request an interview. Develop a compelling, personalized cover letter explaining why you’d excel and why you’re excited about the opportunity. Don't worry about having every single qualification listed in the job advertisement. Recruiters often make hiring decisions based on their gut and not only what’s shown on your CV, shared Knight. “CVs should communicate a clear objective and show how you’ve worked through problems in past assignments,” he said. “You have two minutes to make your impression. Do your homework, and make a great first impression by showing recruiters that you’re organized and can communicate the value you’ll bring to their organization.” Check out more career advice stories online, and subscribe to Doing Good to receive top international development career and recruitment news.