Are you in the top 4%?

Less than 4%

That’s how few consultants introduce themselves well. Mostly the others tell you what their job is. And for me those introductions aren’t at all engaging. Business Process Analyst, Principal consultant, HR Systems Architect, Delivery Manager, Technical Architect, Supply Chain Consultant, Service Design Consultant. Whatever!

So, what is it the 4% say that’s different?

Simple really. They focus on and talk about their role in relation a client’s issues. And they focus attention on the results clients can expect from working with them. In a format something like this: I help <type of client> ... When they have  <type of challenge> ... And want to achieve <type of result>. This should be standard practice for consultants. Although it's straightforward I struggled to find good examples. There were a couple that stood out when I scanned LinkedIn.

Andrew Bradley

He doesn't say he's a Programme Manager, instead: Helping clients to navigate and deliver large scale ERP Transformation Programmes* Type of client? People taking on large scale ERP transformations. Type of challenge? Navigating ERP transformations. Type of result? Deliver these programmes.

Stuart Reid

He doesn't say I'm an Executive Coach, instead: Working with Chief Executives and their teams, helping them make progress on their most difficult challenges. Type of client? Chief Executives and their teams Type of challenge? Their biggest challenges. Type of result? Make progress on those big challenges.

The insight

Here's the thing. This is not really about introductions per se. It's about our general attitude as consultants. That shows up in the way we introduce ourselves. Do we talk about our job ... or do we signpost the value we can add for clients. Could these examples be even more specific? Probably. Are they more engaging than yours? Almost certainly!

The mini-mission

Use the format above and write an introduction that's not your job title. Send it to me by email if you'd like feedback.