Consulting Skills Every Top-Rated Consultant Needs

Success in consulting goes beyond industry knowledge and expertise. It requires a diverse set of skills that enable professionals to solve complex problems and tailor their advice to the client's specific needs. 

Some of these skills include active listening, communication, and problem-solving; however, there are a lot more skills you should know about. This article will overview the skills every expert consultant must possess for successful consultancies. So, let’s dive into it. 

Why should you hone your skills

If you are a consultant who is set to become one of the best in the market, you should listen. You can have multiple skills and lots of niche knowledge, but if you ignore the basics, your consulting sessions cannot be the best. 

Possessing skills such as active listening, empathy, and others, which we will discuss in the section below, will elevate consulting sessions for your clients multiple times. These skills will help to build stronger client relationships. 

For instance, strong critical thinking and analytical skills allow consultants to deliver actionable insights that create real impact. Having communication, persuasion, and negotiation skills will allow you to convey complex ideas in a way that is easy for the client.  

Top consulting skills every consultant must possess 

Now you know why it is essential to possess top consulting skills. It is time to learn what skills you need to possess and how you can improve them. 

Active listening 

The number one skill you need as a consultant is active listening. 

“I only wish I could find an institute that teaches people how to listen. Business people need to listen at least as much as they need to talk. Too many people fail to realize that real communication goes in both directions.”

 

Lee Iacocca, Chrysler Corporation.

Active listening is more than just hearing words. It involved understanding, processing, and successfully responding to clients’ concerns and needs. Consultants who master active listening can build stronger client relationships and provide more relevant solutions. 

In a nutshell, active listening helps you to: 

• Feeling heard and valued 
• Helps uncover underlying issues 
• Reduces misunderstandings. 

Here is how you can improve your active listening skills. 

• Maintain eye contact with the client and use non-verbal cues 
• Avoid interrupting the client 
• Ask questions and actively engage in conversations. 

Also, a pro tip that will help you is taking notes. 

Empathy 

Bill Bullard once said, “The highest form of knowledge is empathy.” 

Empathy is a crucial skill that consultants and coaches need. It is about understanding and relating to the client’s emotions and challenges. It helps significantly in building stronger connections on a deeper level. Plus, when you are eager to understand clients’ problems the way they see them, it allows you to create solutions that address the root causes of the issues. 

Some of us are natural empaths, while others are not. But this does not mean you cannot improve your empathy and emotional intelligence overall. You can do it and achieve significant results. Here are a few recommendations; 

• Imagine yourself in your client’s situation instead of just looking at the issue as a third party. 
• Incorporate empathetic language in your daily speech, such as “I understand,” “That’s relatable,” “I once felt that way too,” and so on. 
• Be patient and allow clients to express their concerns without judgment. 
• Observe non-verbal cues to sense unspoken emotions. 

Empathy is necessary for any consultant. However, it is most useful for those in the wellness and HR industries. Whether you are giving lifestyle advice, fitness/health-related advice, or work culture improvement strategies, you need to show that you understand clients and do np judge them. 

If you still wonder how empathy can transform client interactions, let’s consider the following scenario. A consultant working with a struggling startup listens to the founder’s frustrations. Instead of pushing an immediate fix, they acknowledge the emotional toll. The consultant understands the problem, acknowledges the client's frustrations, and then suggests solutions. This not only reassures the client that he found the right consultant but also helps to build trust. 

Non verbal communication 

We all know you must be a great communicator to be a great consultant. However, communication is not only about verbal stuff; body language is just as important. Non-verbal communication includes body language, tone of voice, and facial expressions. 

You can create a profitable consultancy firm if you are good at reading non-verbal cues. How? First, it helps you establish credibility and trust by owning your non-verbal communication aspects. Also, it helps to understand clients’ non-verbal cues and direct the dialogue based on those to be more persuasive. 

To improve non-verbal communication, make sure to:

• Maintain an open body language to appear approachable and confident. 
• Match your tone, facial expressions, and body language to the message you are delivering to the client. 
• Be aware of certain cultural differences in non-verbal cues, especially if you are dealing with international clients. 
• Practice mirroring people’s gestures and tones. 
• Be more observant to acknowledge and work your way around other people’s non-verbal cues. 

Here is a more practical illustration of how this skill can help you in consulting. A consultant presenting a cost-saving strategy notices a client crossing their arms and leaning back. Instead of continuing, the consultant pauses and asks, “Does this approach address your concerns?” This helps to uncover reasons for clients’ hidden resistance and fosters open dialogue. 

Analytical and reflection skills 

Successful consultants know how to analyze and reflect. This allows them to dissect complex problems, identify patterns, and develop strategy solutions backed by data insights. 

These skills are crucial as they allow one to make informed decisions, identify inefficiencies, and contribute to continuous improvement. Sometimes, we all tend to be too caught up in a moment or in short-term solutions and do not see the bigger picture. 

For instance, you are hired as a marketing consultant by a client who wants more visibility on their website. The short-term solution is Google Ads. You set up a great ad. It works, drives results, and the client is happy. But as soon as the ad ends, there is no traffic again; you are back at the starting point. 

The long-term solution would be focusing on increasing engagement and driving organic traffic, e.g., via a blog. You would be more appreciated if you suggested a wholesome strategy containing both short and long-term tactics than if you only focused on short-term results. 

Being analytical and reflecting on your or your client’s past mistakes, strategies, campaigns, and so on helps to identify patterns and build strategies that deliver accurate results. 

Here is how you can improve your analytical and reflection skills: 

• Practice breaking down large problems into smaller components.
• Regularly analyze case studies and real-world business challenges.
• Keep a journal to reflect on project successes and lessons learned.
• Use frameworks like SWOT analysis to structure thinking.

Expert questioning techniques 

Asking the right questions is just as important as providing the right solutions. In fact, you cannot give solutions that deliver the best results if you do not ask the right questions upfront. 

The right questions allow uncovering valuable insights and challenge clients’ assumptions about different topics. This type of question encourages deeper client reflection, helping to uncover the root causes of the issues instead of surface-level “symptoms.” 

Remember, scratching the surface won't be enough. You need to find the actual cause. 

So, “How do I improve my expert questioning skills?” let’s assume you just asked me that… Well, let me give you an answer: 

• Use open-ended questions to encourage discussion.
• Apply the “5 Whys” technique to dig deeper into issues.
• Practice active listening to ask follow-up questions based on responses.
• Avoid leading questions that may bias the client’s answer. 

Rapport Building 

Rapport refers to friendly, harmonious relationships characterized by agreement and mutual understanding. The definition of the word in itself already clarifies what this skill is about.  Building trust and connection creates an open environment where clients feel comfortable sharing challenges. 

If you are good at rapport building, it will help to increase client confidence in your abilities, encourage transparency, and lead to stronger relationships.

Here is how you can improve rapport building: 

• Find common ground through shared experiences or interests.
• Show genuine enthusiasm and curiosity about the client’s business.
• Follow up on previous conversations to show you care.
• Adapt your communication style to match the client’s preferences.

Goal setting 

One of the main responsibilities of a consultant is helping clients with goal setting. Goal setting is a skill. How? Well, vague goals or concepts are not what clients seek. 

You need to help them set clear, achievable, and measurable goals to ensure progress. Goals serve as a roadmap for strategic decision-making and help keep clients and consultants focused on measurable outcomes. They also enhance accountability and motivation. 

Set goals that will help your clients align with their long-term vision. Break down large goals into smaller, more achievable steps. Finally, remember to review and adjust goals regularly as necessary. 

Creative thinking 

Creative thinking allows consultants to develop innovative solutions to complex problems, setting them apart from competitors. It encourages fresh and out-of-the-box problem-solving. It also helps clients differentiate themselves in their market. 

Businesses face a unique set of challenges from day to day. Creative thinking will help you provide them with specific solutions that are targeted to solve their challenges instead of suggesting strictly standard resolutions that might not be as effective. 

If you want to improve your creative thinking skills, then you must keep your brain busy and challenge it as much as possible. For instance: 

• Brainstorm multiple solutions before settling on one.
• Seek inspiration from other industries and case studies.
• Challenge conventional wisdom and ask “What if?” questions.
• Use mind mapping to visualize ideas.

Problem-solving 

Problem-solving is at the core of consulting. Clients come to you with specific objectives and problems that must be resolved in order to achieve their vision. The ability to analyze issues, identify root causes, and develop effective solutions is what makes a consultant truly valuable.

To solve problems effectively, I would suggest you look into several methodologies, including the Root Cause Analysis or the MECE framework. Root Cause Analysis is a structured approach to identifying fundamental reasons behind specific problems. 

For instance, the company is experiencing a decline in sales. That is the problem and symptom. This decline comes from something else. What is the cause? Let’s assume its product quality. Why is it declining? Suppliers. Did suppliers reduce quality, or is there an issue with vendor contract management, delayed payments, and so on? By being analytical and diving deeper, you will be able to find the root causes, address them efficiently, and help businesses successfully treat symptoms and root causes. 

The MECE (mutually exclusive, collectively exhaustive) framework is a logical structuring principle. It is used in consulting to break down problems. Essentially, the categories should not overlap. However, all categories must cover the entire problem together without leaving gaps.

A simple example can be internal vs external factors affecting Y outcome. 

These specific techniques aside, you can enhance your problem-solving skills by: 

• Improve critical thinking through case studies and real-world business challenges.
• Collaborate with others to gain diverse perspectives on problem resolution.
• Enhance decision-making speed by practicing quick-thinking exercises.

Collaboration 

Finally, let’s not forget to address another critical skill: collaboration. You can be a great communicator but terrible at collaborating. However, as a consultant, you must be awesome at collaboration. 

Effective collaboration (with clients, stakeholders, and teams) ensures that solutions are well-rounded, widely accepted, and successfully implemented. Collaboration is crucial as it leverages diverse perspectives, fosters positive relationships, and enhances cross-functional teams’ communication. 

To establish better collaboration with your clients, make sure to: 

• Set clear roles and responsibilities to avoid confusion. 
• Foster a culture of trust by being open to feedback. 
• Use tools like Slack, Miro, or Microsoft Teams for seamless communication. 

Expand your consulting business with Uteach

If you are looking for a reliable tool to expand your consulting business, then you are in the right place. Uteach is an all-in-one learning management system. It comes in handy with every feature you need to successfully kick off and grow your consulting business online. 

The features of the platform range from sales and marketing tools to an advanced website & course builder. Book a free demo with our team to learn more about how Uteach can help your business grow.