A survival guide to consulting

Gaining clients isn’t easy for individual consultants in the international development sector. But those who persevere, network hard and keep their promises may see their business grow. Manila-based consultant Maya Herrera shares some pearls of wisdom for budding development consultants. “A good consultant can manage not only technicals but client and project dynamics.” Consultants are hired for their technical expertise – but sometimes also equally for their skills to manage people involved in the project and their, possibly, conflicting interests. It is especially tricky in the public sector where one has to navigate through the layers of bureaucracy and ensure all clients - from the small-town politician to the central government official - are happy. “It is very hard to gain back a damaged reputation. It is easy to gain back money.” Reputation is a consultant’s lifeblood – protecting it is one’s utmost concern. Do so by keeping one’s word, maintaining a high standard of service and ethic. Once you commit to a project, carry it out to completion. Do not attempt to juggle too many projects at any one time, especially for money – greed can wreck your practice. “Deadlines are carved in stone.” Providing quality advice and service to clients warrants timeliness. Deadlines should be regarded inviolate – you must deliver to it at the time agreed upon without compromising quality. “Keep your practices clean and never ever let go of quality.” Deliver quality work even if it costs you money. Absorb the loss and make up for it next time. Damage to your credibility is harder to rebuild. At the same time, never talk ill about your clients or colleagues behind their backs or otherwise. Word gets around and, more likely than not, they will get wind of the news. “Mistakes will haunt you; check, recheck, triple check.” One’s work will leave a mark. Imagine the mark a botched job will produce. People in the industry will remember, making it tough to live down even one bad work. Clients may, for instance, call to mind projects a decade or so past during small talk or official conversation. You would want them to remember something good about you. “Chase learning and relationships.” Set aside time for refresher programs. Enhancing one’s skills and knowledge should not stop. Update yourself with the latest trends, news and technology – your clients will notice the difference in your service. At the same time, it will help cement one’s relationship with them as a conscientious consultant. Similarly, endeavor to get along with everyone. Expand your network and nourish it. You might need their help at the most unexpected and critical moment. “Choose your friends wisely and your enemies even more wisely. Never make an accidental enemy.” It is a small world and one where diplomacy is a treasured quality. At the height of pressure, a consultant might get into arguments with colleagues or clients. Make sure relationships do not end there, and certainly not on a sour note. Do not be careless with words and actions so as not to offend anyone. Again, word gets around and you would not want bad things about you spreading. “A dedicated team is invaluable.” In one’s own firm or in a one-time project, a motivated team always gets the job done well. Keep employees happy as much as you try to keep your clients satisfied. One way to do this is by instituting a performance evaluation system that rewards excellent work and penalizes sloppy ones. It will demonstrate one’s fairness. “If you’re going to stay, you need not only be good at it, you must enjoy it.” It would not hurt to derive a measure of pleasure in what one does. It might be what you need to remain sane amid the frenetic pace of work. Read more career advice on consulting: - Individual Consulting: A Primer Read more career advice articles.