Career Options
Consultants leverage expertise, passionsWhether you're an expert in your field and want to be your own boss, or are newly retired and want to get a little more mileage out of the experience you've accumulated, consulting can be an attractive option. |
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 [ 2007-10-17 ] |
"Hundreds of people come through our incubator program to start a consulting business in a wide range of areas, such as executive coaching, health and safety, and strategic consulting in non-profit sectors," says Katherine Roos of the Toronto Business Development Centre. "You name it --they're out there."
She describes consulting as an "intangible offering," but says there are ways in which you can position yourself as an expert -- writing articles, doing speaking engagements and publishing white papers are just a few examples. "You may want to participate in an industry association ... or earn an industry designation."
The Canadian Association of Certified Management Consultants (CMC) offers an internationally-recognized designation. Lynn Bennett earned her CMC designation when she decided to launch her consulting firm, Leadership Intelligence, after more than two decades in telecommunications.
Today she is president of the Ontario Institute of Certified Management Consultants. "This designation speaks to my dedication to my profession and has a code of conduct by which I must abide ... Preparing for the designation helps you see the bigger picture within an organization, not just your discipline."
Figuring out your competencies, and your passion within those competencies, is an important step to becoming a successful consultant, Bennett reports. "You have to have objectivity around your business, because sometimes you have to make a hard call," she says. "You also have to trust yourself to do the research, to be diligent and trust the fact that you've done that ... You also need the perseverance to stick with it -- to know what you know and believe in yourself."
Networking is key. "As a small or even medium-sized business, it's not about advertising. It's that your last great job gets you your next job," Bennett says. "You have to view the world as abundant, not scarce. It's about give and take, which can mean referring others."
The ability to sell your expertise is intimidating, but crucial. "It's important to realize that it's not about selling, but co-creating with a client a solution and how you can help them reach a destination point along a journey," Bennett says. "You need to help a client to see themselves in that place, so you're actually easing their burdens."
Consultant Elga Nikolova specializes in planning and evaluation for learning and knowledge-sharing initiatives in the not-for-profit sector. She has worked as a full-time consultant for more than three years and moonlighted for several years before that.
"I've always enjoyed sharing information with others," the Bulgarian native says. Upon her arrival in Canada, she sought short-term projects that would allow her to gain experience and earn a living while working towards her longer term goal of becoming a consultant and trainer.
Nikolova credits good listening and analytical skills with helping in her success. "You need to have the ability to see things from a client's perspective, while still maintaining your own perspective," she says. "If you're too empathetic, you can't help them to change their thinking. You also have to be client centred. What do they need? What are they afraid of? What are their limitations? Your recommendations are only as good as their implementation."
THE RIGHT STUFF?
Want to work as a consultant? Consider whether you want to establish your new venture as a sole proprietorship or as a corporation, advises Scott McKenzie of T.E. Wealth Management in Toronto. The type of consulting business you establish, liability concerns and whether you plan to hire staff are some of the factors you'll need to consider when reaching your decision.
Does your employer subsidize your commute to work?