A consultant attitude is different from an employee attitude in that a consultant defines his responsibilities in terms of projects divided into tasks with specific due dates and measurable results. He is required to "return and report" on progress if the engagement is to continue. He is paid for his skill set and his experience and is continually advertising his accomplishments, without divulging confidential information. He is never "settled" in his position in the company and understands that his engagement could end at any time.A consultant also networks inside and outside the engagement, keeping relationships current and looking for potential opportunities to solve problems. Above all, he must engage in a consultative sales process. This means that he must explore the client's business, find pain points, and provide a meaningful service. A consultant is not territorial and operates outside corporate silos. He is focused solely on providing value.
Some may see this approach as less personal and less emotional. However, in today's professional environment of "at will" employment, lay-offs, and decreased employee benefits, taking a less emotional approach also means that one is less prone to taking offense at a CEO's self-serving budget cuts. He is also less likely to undermine a supervisor who takes all the credit for success and is willing to sacrifice the reputation and livelihood of subordinates when expectations are not met.
Today's employer hides behind corporate policy and risk analysis, while today's employees are more litigious than ever before. Words like loyalty, honor, and compassion are rarely found in the modern work place. They have been replaced with audits, SOP, and bottom-line. Accountants and attorneys dominate corporate boardrooms more than ever. Therefore, developing a personal brand that can be marketed widely is more important than ever.
