It feels like I have written about this many times in this lifetime, and probably many more in others. Yet I still feel like there is so much to say about it. It’s core and central to who I am, way beyond my professional persona, and one of the main reasons of my relative success in what I do (or at least I like to think so).
I don’t believe in personality tests, but every now and then I end up taking one because of an HR activity, management initiative, or some other reason. I’ve taken like 5 in my life, and it always come back with the same: INFJ (or a close version of it). The “Advocate”, one of the most empathic personality types. And that’s what I want to talk about: empathy.
Resources abound – “the most important leadership skill of all” it’s the title of most of them. I won’t go into these details, but you can check out the Resources below.
I want to write about what I have shared with my teams throughout the years. Is empathy something that can be taught? I don’t know. I like to think it’s a combination of personality, upbringing and experience. But I do believe that some aspects of empathy can be cultivated with the proper tools, practices and mindset.
Developing Empathy – General Practices
- Cultivate curiosity
- Read widely
- Examine your biases
- Step out of your comfort zone
- Receive feedback
- Walk in the shoes of others
- Difficult, respectful conversations
- Join a shared cause
Key Skills of a Consultant
Before I joined my current organization, I worked as a Technical Consultant for an Enterprise Search services company. We were basically a group of technical experts for different enterprise search platforms, and we helped our clients with their platform implementations.
As consultants, we typically worked embedded within an existing client team. We were sent to the trenches, in most cases by ourselves. That gave me a lot of perspective, and I discovered a lot about what I liked, what I love doing, and the areas that I feel are best suited for my skills.
I enjoyed listening to the client. I liked being embedded within a different group of people. I like the openness and vulnerability of being there as the expert but at the same time working with the client and usually large technology teams to come up with the best solutions for their challenges, not just implementing a prescribed solution.
If I was sent with a prescribed to-to list, I rarely followed it. And I realized how much the people appreciate that honesty, vulnerability and true interest in what’s best for them, not just “selling” services. In fact, I say that most of the time is spent in asking questions and listening than talking and offering ideas.
All successful consultants share common characteristics, skills, and strengths. Below are a few key traits that describe the typical consultant, traits that you as a lead should be working with your teams.
#1 – Problem Solver
Problem solving is the ability to recognize an issue and propose the best possible solution, considering the complexities of each situation. This is a key trait for all consultants as problem solving will be a common task throughout the day for the average consultant. Whether it’s a problem with technical issues, with your team or with a client, problem solving will be an important and crucial trait to possess.
Problem solvers are also very analytical and can ‘think outside the box’. In order to develop this skill, consultants will have to take into consideration of all the variables surrounding an issue and determine which area will require the most attention. Often, it is more than solving the problems that the clients think they have, but also creating solutions to problems that you anticipate as an effective consultant.
#2 – Communicator
Communication not only involves speaking, but it involves listening as well. An effective consultant will be able to master both traits in order to deal with clients. The consultant must understand the difficulties of their clients and be able to understand the way people speak, their way of thinking, and their thought process. After listening to their clients, consultants will be able to develop the most effective solution to the problem and present it in a way that is clear and understood by their clients.
In order to develop professional communication skills, a consultant must first be able to understand all the perspectives of a problem – not just one aspect. By being able to look at a problem from multiple angles, the consultant will then be able to think of a solution that satisfies all parties and present the idea both verbally and non-verbally to their clients.
#3 – Excellent Interpersonal Skills
Interpersonal skills (or commonly known as social skills) revolve around the ability to communicate with others, to be confident and to understand and listen to others. Without professional interpersonal skills, it would be increasingly hard for a consultant to be successful. Those with interpersonal skills tend to be more calm, friendly, and charismatic. These are the traits that will win your clients over the other consulting firms.
First impressions are important, and if you have the ability to successfully interact with people, either individually or in groups, you will be able to gain your client’s trust in your abilities. In order to develop interpersonal skills, one must be able to confidently speak to others and present themselves in a respectable manner. By doing so, it demonstrates professionalism and expertise, and will therefore build a successful relationship with your client.
#4 – Creativity and Imagination
Creativity and imagination is the ability to generate new and original ideas that are different and unique. Being a consultant means to look beyond the common view and to have an open mind. Creativity and imagination will be able to separate yourself from others and will allow you to develop innovative solutions to your client’s problems.
This key trait will allow you to seek out opportunities that are different than the rest and provide exclusive solutions and ideas. An effective consultant will be able to develop this skill by looking at a task and think in non-traditional views in order to generate unique and ‘out of the box’ solutions that will result in success for both your client and your consulting firm.
#5 – Teamwork
Team players are those who are able to effectively and efficiently work with others. Consultants generally work in a team in order to achieve the best possible results for their clients. A team player must be reliable and demonstrate accountability. Every person on the team will depend on one another to get the tasks done on time. In addition, it is expected that a consultant is also an active participant.
In order for a task to be successfully executed, all members of the team must be willing to take on difficult tasks, complete it in a specific period of time, and present the final project to clients. Since consultants will work in teams, it is crucial for consultants to work and strengthen their team building skills.
Resources
- https://www.forbes.com/sites/tracybrower/2021/09/19/empathy-is-the-most-important-leadership-skill-according-to-research
- https://www.inc.com/yoram-solomon/10-reasons-empathy-is-most-important-business-skill-you-will-ever-need.html
- https://www.fastcompany.com/90272895/5-reasons-empathy-is-the-most-important-leadership-skill
- https://www.16personalities.com/infj-personality
- https://positivepsychology.com/empathy-worksheets/
- https://www.indeed.com/career-advice/career-development/consulting-skills
- https://www.mbopartners.com/blog/how-manage-small-business/personality-traits-of-successful-independent-contractors/
- https://www.consultingsuccess.com/consulting-skills
