We’ve all heard the saying, “Clients get the consulting they deserve.” At Sequence Consulting, we’ve seen firsthand how successful consulting relationships are built through trust, collaboration, and clear communication. In our 23 years of consulting, great clients inspire our best work by embodying these qualities. Let’s explore how you can create a successful consulting relationship to get the best results from your consultant.
A Client Success Story: How to Foster a Successful Consulting Relationship
A prominent industry association was facing declining membership and a loss of relevance in their field. Their CEO, recognizing the need for change, partnered with Sequence Consulting. What set this leader apart as a great client was their embodiment of the qualities that drive successful consulting relationships. They were open about the association’s challenges, sharing internal data and candidly discussing pain points. They fostered a collaborative environment, treating the consultants as true partners rather than just service providers.
This CEO also demonstrated that they had high expectations while remaining flexible and open to creative solutions. Their optimism and belief in the potential for change were contagious, inspiring the team to work towards a powerful shared vision. This leader’s active participation and embodiment of these qualities were instrumental in allowing us to do our best work and deliver the full potential of our engagement, resulting in a revitalized association and a model for a successful consulting relationships.
Exceptional consulting isn't just about the consultant's expertise. It's about the partnership that happens when both sides are committed to excellent outcomes.
10 Steps to Build a Successful Consulting Relationship
- Be Open: Transparency is the foundation of any successful consulting relationship. Be willing to listen to new ideas and embrace different perspectives.
- Be Direct: Your feedback is invaluable to us. Don't hold back – tell us what you like, don't like, and want to see changed.
- Be Collaborative: True collaboration is essential for creating a successful consulting relationship. When clients and consultants work closely, the results are always better.
- Be (Gently) Demanding: You're making a significant investment and deserve exceptional results. Set high expectations, but remember that the best solutions often emerge through flexibility and open communication.
- Be a Champion: While we're the experts on the problem, you're the expert on your organization. Help us navigate internal dynamics, rally support for the project, and bring the right people on board.
- Be Reasonable: We're always willing to go the extra mile, but remember that scope creep can derail a project. Let's work together to prioritize and focus on the most impactful efforts.
- Be Responsive: We know you're busy, but your timely responses keep the project moving forward. Your engagement sends a powerful message about the importance of this work.
- Be Growth-Minded: Embrace change. Be willing to experiment, learn, and evolve. Your commitment to growth will inspire us to push boundaries and deliver truly transformative solutions.
- Appreciative: We're passionate about delivering value and helping you succeed. Your positive feedback motivates us and helps us understand what makes you tick.
- Be Optimistic: You hired us because you believe in the power of change. Believe we can make change possible, and we'll work tirelessly to solve your toughest challenges.
Conclusion
Building a successful consulting relationship is about more than just completing a project—it’s about creating a lasting partnership that drives continuous improvement and success. At its core, this relationship is built on mutual trust, respect, and open communication. Trust allows your consultant to push boundaries, propose innovative solutions, and offer candid feedback, even when it’s difficult to hear. When clients provide this trust and give consultants the freedom to explore creative approaches, the potential for groundbreaking results increases. At the same time, a successful relationship requires the consultant to understand the client’s unique needs, culture, and challenges, treating the organization as more than just a series of deliverables. This mutual investment leads to a dynamic exchange of ideas, fostering an environment where solutions are not just implemented but fully embraced and sustained over time.
However, trust alone isn’t enough. A successful consulting relationship also thrives on collaboration and a commitment to shared growth. Clients who take an active role in the consulting process, offering timely feedback, navigating internal dynamics, and championing the project, see the greatest results. By staying engaged and growth-minded, you encourage your consultant to go the extra mile, ensuring that recommendations are tailored, practical, and impactful. Ultimately, the strongest consulting partnerships are those where both sides are invested in the long-term success of the project. As a client, you play a pivotal role in shaping this partnership. By embracing these qualities—openness, collaboration, trust, and a commitment to growth—you set the stage for transformative outcomes that can take your organization to new heights. Remember, a great consultant can unlock potential, but a successful consulting relationship will unleash it.
For more on successful client relationships please see Sequence Consulting’s Articles & Research page and What the Very Best Clients Do by David A. Fields.
