The Habits of Successful Consultants
There are many books available today on developing a consulting business. We've read some, and they can be pretty good, so we won't try to repeat what most of our consultants already know. That said, we have noticed over the years that some consultants always seem to be in demand and are always working. Clients often request these people by name and they never lack for a good reference. We work with these people whenever we can and in so doing we have recognized certain similarities in the way that they approach their work. Here are a few things we have learned:

Successful consultants are also successful business people
This doesn't mean a consultant needs to go out and get an MBA (although it doesn't hurt). It does mean an engineer has made the mental transition to an independent businessperson, in thought and action. The successful consultant thinks, "What's good for my business?" not "What do I want?" They work to maintain good relationships with people who can help their business. They return telephone calls, respond to emails, and do all of the other things that a business does.

Successful Consultants are finishers
They don't willingly leave a contract until they have done what they promised and contributed to the success of their client's project.

Successful Consultants set expectations
We think this is the most important part of consultant/client relationships. At the beginning of a project and, in fact, before signing on, the consultant works with the client to understand their objectives and clearly identifies his plan for meeting those objectives, based on the skills and experience that the consultant has. A good consultant makes sure the client isn't assuming a service will be performed for which the consultant is either not qualified or not suitable.

Successful Consultants plan ahead
We all hear the stories that go something like this; "I get three calls a week from recruiters. When a job ends, I just take the next thing that comes up". That may be true for some people sometimes, but most of the consultants we know plan ahead for the end of a project. They update resumes weeks in advance and start making contacts to advise us and ex-clients of their expected availability. We think that this is the right way to transfer cleanly from one job to the next without those awkward "vacations" that can happen to even the most talented engineers.

Successful Consultants keep good references
The old saying in our business has always been "They are only as good as their last reference". We don't think it is quite as clear as that. But references are crucial in the interview and acceptance process and they don't just happen. Good consultants look for potential references associated with a project long before the project is over. The best bets are direct supervisors. The best time to ask if a supervisor will act as a reference in the future is at the successful close of a project. In general, clients understand that a consultant needs references and most are happy to be a reference if their company allows it. Successful consultants try to get at least two good references for every project. Having many references gives them the luxury of rotating references so they don't "wear out" one reference through overuse. In addition, the consultant may be able to pick a reference that is particularly suited to his new project.

Keeping a reference "fresh" is part of the consulting business. The consultant keeps contact information current and always notifies a reference when they will be receiving a reference call.

When an agency has used a consultant for more than one project, the agency may not require references unless a client demands them. Nevertheless, successful consultants keep the reference list fresh regardless, planning for the day when they may be needed.

That's our list. If you have comments, or have something to add, please email us at info@staffingi.com and let us know.