We all say we want to be ‘more consultative’ as recruiters.
And why not? It’s a better experience for us and our clients. Plus we can justify higher fees.
But what does more consultative actually look like? What are the behaviours and attitudes that define a consultant?
I’ve created a list of 10 actions you can take to become more consultative, based on my experience and knowledge of management consultants and business advisors from a range of industries.
It’s important to note that you need to start being consultative from the minute you connect with a potential client. You have to prove your value before you pitch your price, and you have limited time to let your client experience what it would be like to work with you.
The more you act like an expert consultant, the more likely you are to win higher fees and engage your clients most effectively.
So here are the 10 actions you can take to become more consultative:
1. Say “we”, not “I” and “you”
You’re on the same side as your client solving their problems, not competing against them. Make that clear in the language you use.
2. Ask for information before you meet
The best consultants ask for the data and context they need for a meeting, before the meeting. You can spend your face-to-face time focused on the big questions.