In the LinkedIn group Strategy & Corporate Strategic Planning Xchange (membership required) Aaron Birney asked the following question:
“Industry expertise: To what degree does a consultant need to be experienced with the industry or industries of certain clients?”
The discussion that developed gave interesting insight into the backgrounds of management consultants, and how their different approaches can be of value to clients. A frequent categorisation of the consulting industry is either ‘niche’ or ‘general’ and whilst this is somewhat arbitrary, it is useful. Niche consulting usually refers to specific industries or business management processes, and general consulting to the often large companies that cover a significantly wider field of businesses and management disciplines.
The discussion did converge on one main area of agreement: It really doesn’t matter how the consultants are classified, the important point is can they address a client’s needs. Industry specific consultants may be essential in some cases where there are skill gaps, a need for industry specific resources or subject matter expertise. In other cases industry or process experience may act as a hindrance when a wider understanding of the potential solutions for a client is necessary. This may be particularly relevant when innovations from other industries can be applied to create a new competitive advantage.
The argument was also made that a good consultant should be able to operate across any and all industries, however some cautioned that there are disciplines that can be supported only by those with the relevant background and experience. Technical fields such as engineering and IT were particularly quoted as being better suited to consultants with industry expertise. Business strategy and transformation efforts were promoted as better supported with more generalist business change specialists.
But back towards the important point, and one that I will keep at the forefront of Cosmapec’s approach in everything we do. Our clients’ needs are paramount and we must strive to achieve a clear understanding of what these are before we commit to providing a solution. There is an old adage: If all you have is a hammer, then every problem looks like a nail. Competing for contracts when we have the wrong tools for that client will not generate repeatable business. Our clients’ success is the key to our long-term success.
Another stage on our journey to long-term success begins when we unveil and launch our new website detailing how we are supporting our clients. Check here next week for more details on this key milestone!
implementation matters 