Was reading an extremely provocative discussion on David Maister's blog on the value consultants bring to the table. I have had violent debates with my colleagues on the extent to which we as consultants can take responsibility for client's result. I have always found it to be an extremely arrogant (if not salesman-like claim) when consultants claim of delivering results (as in growth, profitability etc.) without acknowledging the contribution from management or the circumstances. I am a little conservative on such promises and claims and usually come across as being defensive but i strongly believe that we consultants are limited by three barriers-
- Blinded by our specialization- there is much more to an organization than what we are good at!
- Limited by the vantage point- the CEO/COO vantage point is just not available to us to realize the many fine lines that they have to walk in managing the entire organization
- Protected from hidden agendas and political pressures which are such an integral part of any organization.
Having said that, i do believe that we provide enormous value in creating a high level of understanding in an organisation which primarily comes from four factors-
- Ability to singlemindedly focus on an issue- just a function of time.
- Cross category knowledge which is able to see many different perspectives simultaneously compared to those who have spent a lifetime in a particular environment
- Objectivity of an outsider.
- A lifetime of experience in a domain (particularly applicable to niche areas like mine (brand strategy) where a lot of time and energy can get wasted by not seeing the broader context in which a brand is getting built.
I make it a conscious effort to cultivate a deep respect for the smallest entrepreneur or even a manager of a modestly sized team for what they are up to. I may see a lot amiss given how many organizations i study in the course of the work but nothing can take away the credit from a person pulling together a bunch of people to deliver value on an everyday basis, however small it may be.
So the context for a consultant in my opinion has to be one of a servant-leader whose interpretation/ findings/recommendations are more a stimuli to aid a management's self investigation, rather than truth about their organization.