Those who can, consult Part 1: What do I offer?

Before you can begin your career as a consultant, you’ll need to assess the knowledge and skills you now possess. As most people can tell you, formal education does not always translate directly into skills. However, if you think about it you can determine what your skills might be. For example, a person with a degree in literature can read and analyse but can also do in-depth research, write, argue different sides of an issue, organise materials and so on. In addition to any formal education or training you’ve received, you also have a vast array of life experiences to draw from. Often these experiences can provide you with skills you hadn’t thought about before. Once you start listing all the things you know how to do, you’ll be amazed at their diversity and number. Of course, you can’t explain every skill you have to a potential client, or both of you will be overwhelmed. Instead, you’ll need to focus on a specific set of skills and talents you can offer to the client.

The importance of being specific

Being especially clear and specific about what you can (and can’t) do as a consultant is crucial to your success. There are at least four reasons for being specific:

1. Potential clients come to you when they have a specific problem to solve. They want to know that you will handle the problem. The more vague you are about explaining your expertise, the less likely the client is to hire you.
2. The general public doesn’t know or understand the jargon in your specialised field. They want assurance that you know what they need you to know.
3. People will trust you if you speak their language. This means that if you can explain what you do in words they would use, they will trust you more. Sharing their language demonstrates that you understand where they are coming from.
4. You can’t be clear about what you can do until you can explain it simply. Complexity is good, but people who can’t explain the complex in simple terms for non-experts generally think in unclear ways. In short, the business world is a full of plain-speaking people who value efficient and accurate communication.