Communication is the key to success in any consulting project. It is not enough to have the best skills, knowledge, and solutions if you cannot convey them effectively to your clients. In this blog post, we will explore some of the aspects of communication that are essential for consultants to master.
First, you need to understand the communication preferences of your clients. Different clients may have different expectations and habits when it comes to communication. Some may prefer email, some may prefer voice calls, some may prefer instant chat, and some may prefer a combination of all. You need to adapt to their preferred mode of communication and use it consistently and appropriately. For example, if your client likes email, you should send clear and concise messages with relevant attachments and follow-ups. If your client likes voice calls, you should schedule them in advance, prepare an agenda, and summarize the key points at the end.
Second, you need to understand the frequency of communication. You need to balance the need for keeping your clients informed and updated with the need for avoiding information overload and distraction. You need to communicate regularly, but not too often. You need to communicate the progress, the challenges, the risks, and the achievements of your project, but not every minor detail. You need to communicate the changes, the feedback, and the expectations, but not every whim and opinion. You need to communicate the value, the impact, and the outcomes of your project, but not every metric and statistic.
Third, you need to understand the communication styles of your clients and your consulting team. Different people may have different ways of expressing themselves, listening, and responding. You need to be aware of the cultural, professional, and personal differences that may affect the communication. You need to respect and appreciate the diversity and the uniqueness of your clients and your team members. You need to adjust your tone, your language, and your approach to suit the situation and the audience. For example, if your client is formal and conservative, you should use polite and professional terms and avoid slang and jokes. If your client is informal and creative, you should use friendly and casual terms and add some humor and personality.
Fourth, you need to understand the time lag of communication. This means that it takes some time for the message or the content of your communication to reach and influence your clients. You need to be patient and persistent in your communication. You need to follow up and confirm that your clients have received and understood your communication. You need to provide evidence and examples to support your communication. You need to address and resolve any doubts, questions, or objections that your clients may have. You need to repeat and reinforce your communication until your clients are convinced and satisfied.
Communication is the power and the importance of consulting. By mastering these aspects of communication, you can build trust, rapport, and loyalty with your clients. You can deliver high-quality and high-value solutions that meet and exceed your clients’ needs and expectations. You can achieve successful and sustainable outcomes that benefit both your clients and your consulting firm.