A Successful IT Consultant: A People Person

To make it as an IT consultant you definitely need a formal degree in computer science with outstanding results. Honours or postgraduate can be an advantage too. On top of that you need about 3-5 years experience in information and communications technology (ICT), systems design, integration or consulting. Clients will often award contracts to consultants on the basis of the particular qualifications, skills and experience required for the project, as well as cost, of course.

Before you go down the consultancy route you need to ask “Have I got what it takes?”. To get the necessary experience you may need to find work in an entry level position within either the public or private sector. Gaining work experience during your degree is a great idea. Some universities may have referral programs. Doing a project on a voluntary basis can really help build your resume, and if you do it for a charity or other non-government organization (NGO) you might actually be helping the community!

OK, you’ve got the experience what do you do now? Well there are other skills you need, those dealing with people. As an IT consultant you must liaise with people to land contracts, complete the job as required, on time and on budget, and getting paid in a reasonable time. So you’ve got to be assertive (but not aggressive), confident, quick on your feet, and persuasive. If you don’t have these personality attributes you need to obtain them, either by getting counseling or by doing some sort of course. The web and The Yellow Pages can assist you.

When you’re starting out as a consultant, it is generally a good idea to join an IT recruitment agency that can assist you in finding clients. There are number of these agencies. But you need to convince them that you are worth their time, money and effort to find potential clients for you. You will still need to convince the clients that you are the best man or woman for the job.

Remember also that your goal should not be to secure a contract at all costs. If you don’t have what is needed for a particular project it’s generally not a good idea to try to persuade the potential client that you do. You may consider using subcontractors, but this isn’t advisable when you first start out as a consultant.

Also remember, the client isn’t always right. You’re the IT expert; you know a lot more about IT solutions than the client does. So if you think what they want to do isn’t practical or cost-effective, tell them! More often than not they will listen seriously to your advice. Those that won’t listen may not be good clients, and you might be better off without their business. However, if you decide to take the project the client will have the final say on how the project is run and on the stated goals and objectives, including deadlines and budgets.

You definitely need to be adaptive in tailoring existing methodologies and technologies including software to your client’s needs and requirements. Therefore do some research on their business and its future strategic development. Look at their big picture, not just at the project you’ll be working on. You’ve got to be a good listener and note-maker, and be able to ask the right questions to get the information you need to be able to provide the business solution your client requires. You must have a clear understanding of what your client wants prior to starting the project. You must also have excellent report writing skills to communicate to your client what you’ve actually achieved at the end of the project.

Always be ethical in your dealings with clients, whether potential or actual. Don’t disclose confidential information you may acquire as part of your work. Make realistic deadlines for various tasks and keep in regular contact with the client. If unforeseen problems arise, let them know as soon as possible. Additional resources, particularly hardware, could be made available to you to prevent the project from falling behind schedule.

Of course, a successful IT consultant must have effective time management and personal organization skills. Find the best method for you, whether it is a daily plan of activities, or specific daily or weekly goals. You especially need to do this if you currently have more than one client. Never take on more work than you can handle. You may get a whole lot of money, but it’s likely to backfire on you in the long term, and it isn’t good business practice.