CHAPTER 2
Consulting Essence
At first blush, consulting seems easy enough: just tell the client what you know about the technology that is being implemented and then party on the client’s tab. In reality, consulting is a complex merging of the roles of educator, colleague, entertainer, and personal assistant. As a consultant, there are several critical roles and skills you will need, as described in this section.
Trusted Advisor
It is imperative that you establish yourself as a trusted advisor, ideally starting with your very first meeting with the client. Being a trusted advisor means that the client team views you as an effective contributor. You need to win over one individual or team at a time and quash any skepticism. It is not enough ...
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