By Beverly Crowell
As organizations continue to face unprecedented times, internal consultants are facing significant challenges that require not only technical expertise but also exceptional interpersonal skills and strategic insight. And it doesn’t matter if your job title includes the word consultant. If you are helping others inside your organization to manage all these challenges, you are most likely consulting.
During these times of change, one of the core tenets of success is the importance of building trust and credibility with internal clients. When uncertainty is high and resistance to new ideas can be strong, establishing a foundation of trust becomes even more crucial. In our Flawless Consulting® programs, we emphasize the need for consultants to be authentic, transparent, and empathetic in their interactions. By demonstrating genuine concern for their clients’ well-being and success, they can foster a collaborative environment where open communication and mutual respect thrive.
Another key aspect of our flawless methodology is the concept of effective contracting. This involves clearly defining the roles, expectations, and responsibilities of both the consultant and the internal client at the outset of the engagement. During periods of significant change, this clarity is essential to ensure that all parties are aligned and working towards common goals. Our program advises consultants to engage in honest and direct conversations about the scope of work, desired outcomes, and potential challenges. This proactive approach helps to prevent misunderstandings and sets the stage for a successful consulting relationship.
Even with good contracting, resistance is likely and as such internal consultants must be adept at managing it. The Flawless Consulting framework provides valuable strategies for addressing resistance in a constructive manner. Consultants learn to acknowledge the emotions and concerns behind the resistance rather than dismissing them. By validating clients’ feelings and involving them in the problem-solving process, consultants can transform resistance into engagement and commitment.
Facilitating meaningful conversations is also particularly relevant during times of extreme change. Consultants must create spaces where clients feel safe to express their thoughts and fears through the use of open-ended questions, active listening, and reflective feedback to deepen the dialogue and uncover underlying issues. These conversations help to build a shared understanding of the challenges at hand and generate innovative solutions that are informed from diverse perspectives.
In addition to being a valuable resource for internal clients, we believe that consultants should also strive to build their clients’ capabilities and confidence, rather than fostering dependency on external expertise. During periods of change, this empowerment is critical as it enables clients to take ownership of the transformation process. Our programs advise consultants to transfer knowledge, skills, and tools that clients can use to navigate future challenges independently. This approach not only enhances the immediate impact of the consulting engagement but also contributes to the long-term resilience of the organization.
Finally, our programs underscore the necessity for consultants to be adaptable and flexible in their approach. Change is often unpredictable, and consultants must be prepared to adjust their strategies and methodologies in response to evolving circumstances. Flawless Consulting advocates for a mindset of continuous learning and reflection, encouraging consultants to seek feedback, evaluate their performance, and refine their practices. This adaptability not only enhances the consultant’s effectiveness but also models the resilience and agility that clients need during times of change.
Flawless Consulting is the robust framework which helps develop a consultant’s agility and resilience. To help make it accessible, we offer 90-minute intensives on key topics from Flawless Consulting, four-hour overviews on the basics and multi-day learning experiences where participants not only learn the key concepts but put them into practice. If you are interested in learning more, let’s talk.
