Demonstrate a passionate involvement in the client’s businesses. Know their business. Talk their language. Understand their pressures.
View the problem, issue, project holistically, i.e., understand how problem, issue or project fits into the big picture and how it impacts other aspects of the business.
Demonstrate an action orientation. Negotiate realistic timeframes, stick to deadlines. Manage to the client’s time parameters, using own time wisely.
Bring knowledge, experience, expertise to the client. If you haven’t got it, say so, and get it.
Be congruent. Walk the way you talk. All clients have perceptive and accurate bullsh—detectors.
Remember that commitment is earned, not bought or directed, and proceed accordingly.
Tell the truth. Even if it is only your truth. That alone is more than most clients get on a regular basis.
Make a difference. All actions must be directed to this end. Spell out upfront what, for the client, would constitute “making a difference”.
Collaborate don’t compete. Project success is highly correlated to client/consultant alignment.
Remain focused, objective, and results oriented. At the same time be supportive, courteous and positive. Take names, don’t kick a–.
Say no when no is appropriate. Beware of “no win” situations. You don’t have to do everything for everybody. Contract must be congruent with organizational, departmental, professional and personal goals.
Example is the only teacher. Model the behaviors that you want.
Align with the client but play on the team. Remember you cannot play the whole infield by yourself.