8 essential rules to make you indispensable to your customers (part 2/2)
In the first part of this article, we shared four essential rules for success as a digital consultant: listen before you act, simplify communication, stay alert and don't underestimate internal politics.
Today, we complete this list with four other keys to maximizing your impact and building lasting relationships with your customers.
5. Be flexible, but know how to set limits
A good consultant adapts to his environment and his client's needs. But that doesn't mean he has to accept everything without a framework.
One of our project management consultants experienced this situation: when he arrived on assignment, he quickly found himself absorbing tasks that were outside his scope, to the point of becoming the "catch-all" referent on subjects that went far beyond his initial mission. The result: an excessive workload and a loss of value for his real skills.
He then took the time to redefine his mission with his manager and explain where he could be most effective. Not only did this clarify expectations, it also reinforced his credibility.
👉 Knowing how to say yes, but with discernment.
6. Document everything, even the obvious
An informal exchange can quickly be forgotten, a decision can be reinterpreted differently by different people... and without a written record, misunderstandings accumulate.
An informal approval given at a meeting may well be contested several weeks later, delaying the project and generating unnecessary tension. Adopt a simple reflex: always send minutes after each meeting to record decisions and avoid any ambiguity. Document your projects to keep the context of choices and implementations.
👉 A good consultant consolidates his mission with clear, shared documentation.
7. Think adoption, not just solution
A consultant can deliver an impeccable solution... but if the teams in place don't adopt it, its impact will be limited.
One of our BI consultants noticed that the dashboards he'd set up were being little used. Digging deeper, he realized that the teams didn't know how to use them on a daily basis. He then organized a quick training session, adapted to the real needs of the users. The result? Immediate adoption and real added value for the company.
👉 A successful mission doesn't stop at delivery, it's measured in impact.
8. Accept that you don't know everything
This last rule is the most surprising, but also the most important!
Mission contexts and processes can change rapidly, as can technologies and political issues.
No consultant can master everything. Saying "I don't know, but I'll find out" is far more powerful than trying to hide a lack of knowledge.
One of our consultants was confronted with a tricky question about a technology he hadn't yet mastered. Rather than give an approximate answer, he offered to find out more and come back with a well-argued solution. His customer appreciated this transparency and gained even more confidence in his expertise.
👉 Humility and curiosity are key assets in consulting.
💡 A digital consultant is more than just his expertise. His impact also relies on his posture, adaptability and relational approach.
With these 8 rules, we've summed up some of the lessons we learn every day at the heart of our missions.
What practices have helped you stand out on assignment? Share them in comments!
Venthone - a 100% human and digital solution.
The Venthone approach: building relationships that count
At Venthone, we are not simply administrative facilitators for our consultants and customers. We position ourselves as a strategic partner, guaranteeing collaborations where everyone benefits: companies, consultants, and the ecosystem in which they operate.
Because in B2B, real success isn't measured by the size of the first deal, but by the longevity of the relationships that follow.
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