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Celebration, Communication, and Other Considerations
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this requires as much training of the leaders as it does the staff It s human to forget that feedback meant to improve results on the project is sometimes heard by leaders and managers as criticism of the individual Set up monthly meetings with people reporting directly to you in which they own the agenda These should be one-on-one and long enough to cover the items the employee feels are important Reward your team members Never forget to say thank you, and when in doubt, express appreciation
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If people knew how to design and run their IT systems, write code for their business applications, keep their networks and hardware platforms stable and running, they wouldn t need consultants Not only do they not know; in many cases, they don t want to know the fine details of their IT systems In addition, the pace and scope of change is enormous, and investing in a rented specialist, or consultant, is often the wisest and least expensive choice for a client firm They need you You need them In earlier chapters we discussed the theory and practice of finding clients Let s now discuss a handful of issues that bear attention in the consulting environment and during engagements Most of them, at some point, will affect you as an IT consultant
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The truth is that many of the best IT people are types who actually read the manuals and technical literature, and have an honest curiosity that builds their knowledge step-by-hands-on-step You can t buy that, and formal training often can t replicate the thorough expertise and intuitive knowledge learned in the technical innards But someone who s come up through the self-taught ranks will never fail to benefit from continuing education and from being formally certified Certification processes require professional staff to look at their expertise as a whole entity, independent of any specific problem A good certification process gives a hands-on person a well-rounded grasp of a specific body of knowledge It also
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High-Value IT Consulting: 12 Keys to a Thriving Practice
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tells a client that this consultant has cleared a formal set of hurdles and achieved a specific performance level to be granted a specific certification: as a software engineer, a network administrator, or other title Certification is a discipline It is also a yardstick Encourage it and invest in it for your people s expertise It s normally a no-lose proposition for the firm, the consultant, and the client Vendors of software and hardware, as well as universities and community colleges, offer every type of certification, from degrees to technical diplomas to hardware- and software-specific certification Pick what is appropriate for the person, the client base, and the changing times Certified consultants can command a higher fee You may recoup the cost many times over if the investment is intelligent Engagement contexts are a good opportunity to certify your professional resources Some clients will share the cost with you if there is value in the certification or training to the engagement itself This is a win-win-win situation The client gets the technical assistance they need, the consulting firm gets a more expensive employee, and the consultant becomes more valuable
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There are many different standards of behavior and expectations within the IT industry Some practitioners have relaxed working styles Others like rigid processes Many staff and consultants do cerebral, complex, technical work in front of machines more than they do work with people Make a conscious effort to determine the client s expectations, and live within the client s working norms If it s a downtown financial services company with upscale offices and a high-end client base, the relaxed attitude a consultant enjoys in his or her home office may need to be temporarily exchanged for a power suit while working on the client s premises Clothes must suit the client s work environment, not the consultant s personal preferences Consultants often get involved with a client company and can work in the client environment for weeks, months, and even years Remind your consultants (perhaps remind yourself) that you are an outsider, not an insider Don t traffic in the client s corporate gossip, and try not
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