I found this video recently of Tom Peters giving one of his "no-prisoners" talks at a conference. He talks here about the need for us to change the way we work, and starts down the path of his famous "Distinct or Extinct" line of reasoning.
So, as a consultant; what can you do to become truly "distinct". When you exist in a world that thrives on unique and exceptional talents, what can you possibly provide that nobody else is doing? Well... lots...
Why do people call consultants? Lots of reasons (there is a whole post there by itself) but the fundamental reason is because (they believe) we have deep functional expertise and experience. (And hopefully... we do!)
But there are lots of consultants. Accenture has thousands, KPMG has thousands, BCG, IBM, Sapient and so on... Lots of us out there vying to be on the roll call for the worlds leading "WOW" projects. (As Tom puts it)
So why should they consider you?
1. Broad Skill Set
Always look to improve your skill set. Always! Take on additional studies. Nobody expects you to be an experienced expert in everything. But a strategy consultant, with an MCAD certificate, with deep knowledge of Crystal reports and training in (say) CorVu; thats a talented(say) CorVu; thats a talented person right?
2. Deep Project Experience
Got the background for this work? Can you prove it?
get onto the Wow! projects in your company. Make sure that, over time, your value statement reflects some of the industry changing work that you have been involved with. Nobody (client of employer) wants to hire people who are sub - standard. So you need to have a background that screams "Seasoned Professional"
One of the best things you can do is to develop what Weiss calls Gravity. Published reports, books, attributions or your quotes etcetera, articles, statements, press releases and so on. All add to your ability to prove you have what it takes in this particular area.
3. Strong track Record
So, you are good. But who says so? Where are the list of referees lining up to vouch for you and for your abilities.
LinkedIn is a vital tool for this in the modern age. But so are referees (ex-clients) who will take the call from your prospects or future employers to tell them how good you are.
4. Unique Experiences
Everyone has PM experience, everyone has worked on an ERP implementation and so on.. get my meaning? So what makes you unique? How about charity works? Or serving with an institution part time for no wage? (Research stuff) Or work with your local council for free.. and so on. Projects and experiences that point out how unique you are.
When I first wanted to go into sales I took a weekend job (Saturdays only) selling cars in a car yard. Invaluable experience, taught me a lot, and I think it was responsible for my first sales gig.
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