A Consultant by any Other Name ... Is a Manager by Proxy

A consultant is a person who has some influence with an individual, group or organization, yet, has no direct power to make changes or implement programs. A manager is someone who has direct control over the action. The moment a consultant takes direct control, he is acting as a manager.

The goal or end product of any consulting activity is an intervention. Interventions come in two (2) forms: 1. any change in the line organization of a structural, policy or procedural nature, or, 2. any person or many people in the line organization have learned something new.

The consultant brings a set of skills which fit the needs of the intervention. These are: 1. technical skills - expertise about the issue, 2. interpersonal skills - ability to put ideas into words, to listen, to give support, to disagree reasonably  to maintain a relationship, and, 3. consulting skills -  competently exercising the five phases of the consulting process.

An Overview of Consulting Skills
Technical Skills
Interpersonal Skills
Consulting Skills
Specific to Your Discipline
Apply to All Situations
Required in Each Consulting Phase
Engineering Assertiveness Consulting
- negotiating wants
- mixed motivation
- core client concerns
- triangular/rectangular contracting
Project management Supportiveness Diagnosis
- analysis
- political climate
- resisting complete data
- interview as intervention
Planning Confrontation Feedback
- funneling
- forms of resistance
- personal and organizational data
Marketing Listening Decision
- running meetings
- focusing on immediate choices
- not taking it personally
Manufacturing Management style Implement, Extend, Recycle or Terminate
- evaluate main event
- project expanded in firm
- redefine project
- no further involvement
Human Resources


Systems analysis