Consultant Profiles: “It’s just a job!” Guy/Gal

This profile exists in all work environments, not just consulting. But I’ll be honest – it’s rare in my line of work and frankly a little odd. Consultants just have too much pride and passion to fall into this category.

The “It’s just a job!” Guy/Gal

Definition: For those of you who are enjoying a career right now, you know who I’m talking about. This is the kind of person that makes you roll your eyes, huff out of frustration, and/or want to strangle someone. For those of you who don’t know what I’m talking about, here’s an excellent (and hilarious) NSFW explanation by Chris Rock (undoubtedly one of the best comedians of our time).

% of consultants that exhibit this trait: ~1 in every 250

Detailed definition: This type of consultant is one who’s just getting by. They are doing the absolute minimum. They don’t give back to their fellow brethren, you can’t expect them to go above and beyond on anything, and they live the consulting life as if it’s a 9-to-5 job. Once the clock magically strikes 5pm, they are out the door.

I have met only a couple of people like this in my career. I believe I’ve encountered relatively few of these types because most consultants are very passionate about their work and, to be super honest, workaholics. However, having said that, I do feel that a person who starts with a great attitude in consulting can eventually drift this way…

Example 1: The first example is about a young and quiet sort of guy - he literally just faded into the background. You had to give him direction (i.e. micromanage him) or you would find him surfing the internet. Although we don’t have set business hours as consultants, we established some just for him on that project. He showed up ~15 minutes late in the morning and then was out the door a few minutes early. During meetings, I often caught him not paying attention – he looked like his mind was elsewhere. I think he was let go shortly after that project. I will never know what was going on with him – I approached him during a free moment and asked if everything was OK and then hinted that he didn’t seem to be engaged. But he brushed off the encounter and said everything was fine (not that it was really my business anyways).

Example 2: This second person was similar to the first. He was quiet, kept to herself, and was quite…boring. No real personality, no passion. One time our project team invited him to go out with us for drinks after work and he complied, although I have always wondered if he did it out of obligation. He didn’t talk to anyone during the happy hour – he spent most of his time watching the sports bar TV. I also approached him (I was in a management role at the time) and asked him to level with me about what was going on. He first seemed to hesitate but then relayed a personal story that was quite heartbreaking. The management team decided to look the other way on his performance and tried to support him as best as we could.

This story has a happy ending, unlike the first. After his ordeal was over months later, he did a 180. He was infused with new found happiness that spilled over into his career. He stayed with the firm for another 2 years.

Example 3: This example breaks from tradition a bit. In this one I’m going to discuss a client. By the way, the number of clients that portray this profile is much higher – I encounter at least one “jobber” on every project. I assume that this is due to a simple numbers game - corporate workers outnumber consultants by at least 10:1. Also, I have to state the obvious here - the story I’m sharing with you is an extreme example that just happens to manifest itself in a client persona. This story is not meant to encourage a stereotype of people on the client side. I illustrate it because there are some extreme behaviors that are worth noting.

I once encountered a business analyst who had been working for a company for over 10 years when we got there. He was rigid, seemed to be “held back” (i.e. not promoted), and very cantankerous. He was also the only person who could give us the stuff we needed, as it came out of a complex database system that he both created and maintained. At first, I had no clue what I had walked into. But then I saw him roll his eyes when I introduced myself. Instead of addressing it, I continued and asked if he could help us out, although it was clear to both of us that he was the only who could help us and would need to. He waved me away and explained that he “did not have time for this.” (When this happens, we have to go through the management chain to “motivate” people.) After he was given a talking to, we gave him the exact specifications of what we needed. Note that these specifications were based on a rigid document that he had defined and required us to fill out (my guess is that he did this to stall or stop our request). I made sure to fill in every detail and even put in a screen shot of what the final product should look like. But somehow his version of the end product did not look like mine. When I went back to him to request needed adjustments, he started yelling at me and then blamed me for writing a bad spec. We then went through the management chain again. After his second talking to, he fixed most of the issues. Needless to say, I worked with him several more times to finish the task. It was painful, especially since it was hard to get an inch from him on most things…and he left at 4:57pm on the dot everyday.

Aside: after reading the above, some of you may be thinking “maybe he just doesn’t like consultants.” No doubt, and I’m not going to speculate – there were obviously several things going on with this gentleman. Note that he behaved the same way with both peers and consultants. Also note that had been heard saying “It’s just a job!” to co-workers.

Why would a consultant behave in such a manner?

Based on the few people I’ve known, I am going to say there are a couple of causes:

• Personal reasons
• Lack of ambition

Consultants seek out this line of work because they have a specific type of creative need. They like to solve problems, be challenged, live the life of a road warrior, and/or exist on a plane that is constantly changing. There is a strong spirit that is alive and well in our community that propels us. People who try consulting and don’t like it leave almost immediately. Therefore, I think personal reasons are the #1 reason why someone’s spirit breaks. I’ve met consultants who have suffered personal loss and hardships during their consulting careers. They check out, but it’s only temporary. They bounce back. But those that don’t – they move on or are asked to move on.

The #2 reason is really directed toward the younger generations who don’t know what they’ve gotten into when they start their consultant path. Once they realize how much ambition and self-stamina you need to survive this career, it either makes or breaks them.

How do you know when a consultant is an “It’s just a job!” Guy/Gal?

The signs are pretty clear: they routinely look/act/talk like they don’t want to be there, they lack focus and attention to detail, they count down the hours before they can leave each day, and they consistently do bad work. In rare instances, you may actually hear them say “It’s just a job!” in defense of a job done poorly.

What can one do about the “It’s just a job!” Guy/Gal?

Clients, your course of action is to tell the consulting management team and let them handle it. It is really up to the consulting firm to deal with their own people.

For consulting firms, I think there are 2 true options here:

1. Have a heart to heart with them and find out why they don’t value their job. Maybe they lack motivation, skill, or the necessary tools they need to do their job efficiently. Then support them.
2. -and if #1 doesn’t work- Encourage them to leave that particular position or company.

The bottom line comes down to this…us consultants have a certain level of autonomy in our line of work and we are expected to create our own opportunity and then walk that pathway ourselves. If someone’s heart isn’t into it, this is most definitely the wrong career choice.

Cheers,

The Traveling Consultant

A Reminder of Reality

One of my friends posted a link to this article on FaceBook today and I couldn’t help but read the whole thing after the first few lines.

If you need a huge dose of reality, a swift kick in the pants, or just a major motivation push, I recommend that you take 30 minutes to read this article (and watch all of the crazy videos).

Note that this is majorly NSFW and some of it is downright offensive (intentionally!)…

6 Harsh Truths that Will Make You a Better Person

Kindle Paperwhite Review

Recently, I acquired a new Kindle Paperwhite. Although I don’t usually comment on this part of my personal life, I am a bonafide gadget junkie. I love things that are practical, make my life easier, and lean towards a greener lifestyle. My family owns iPhones and iPads – we love Apple.

After Apple, my next love is Amazon. When the Kindle first hit the market in 2007, I was a skeptic. I thought it was an expensive, silly idea. So it took me over a year to come around. However, now I am hooked. Since I love to read, eBooks eventually made their way into my life. And since Amazon is my primary shopping site, it made sense to start a partnership with them.

So, 3 years later and 3 Kindles later, I am now the proud owner of a Kindle Paperwhite. My primary reasons for upgrading included 3. I wanted:

1. A model that had wifi capabilities
2. The built-in light
3. A smaller model that I could use at the gym

Aside: When I first started buying Kindles, my home was not wired for wireless internet (laughable, I know), and I traveled a LOT. Therefore, I started with the 3G models without wifi. Fast forward to now where I travel less frequently and wifi is everywhere I look – it was time to upgrade.

Last night I finally received my long-awaited Paperwhite. Below are my thoughts.

Note that there are some features that I left out (i.e. social networking options, etc.), because they are not important to me. Also, I am your typical, average consumer. I don’t have seeing or hearing problems (although my spouse might disagree), so I am evaluating this from a standard perspective. Finally, because I know someone will ask, I was not paid nor compensated to write this review.

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Overall grade: B+

Model bought: Wi-fi only, with special offers. $119

Accessories also purchased:

• Amazon Kindle Paperwhite Leather cover (custom made to fit the Paperwhite only). The concept of this was modeled after the iPad covers – it auto awakens the Kindle and puts it in sleep mode with the opening/closing of the cover. Pricey – $40
• Kindle US Power Adapter. $10

My recommendations for those of you thinking of buying this model:

• If you love to read (and for long periods of time) and you don’t already own an eBook (i.e. NOT a smartphone with an eBook app), buy this one.
• If you already have a Kindle, only buy this if you’re lacking wifi, lacking touch screen capabilities, and/or if you would prefer having your reading light integrated into your device.
• If you’re deciding between the Nook Simple Touch with GlowLight and this model, read this neutral specs comparison. But honestly, I can think of only 2 reasons why you would choose the Nook over the Kindle: 1) you have a bunch of ePub eBook files and/or 2) your eBook library already exists with Barnes & Noble. I’ve been to at least 3 other sites that did side-by-side comparisons and the Kindle Paperwhite won out every time.

Update 10/4: if you are interested in getting a Paperwhite, due to popular demand, it won’t ship out for 4-6 weeks. Get ‘em while they’re hot!

What they Removed from this Model Compared to Previous Kindle Versions (I assume to competitively price it):

• Audio – the headphone jack is gone and text-to-speech is no longer supported on this model
• 2Gb internal memory (went from 4Gb on the Kindle Touch to 2Gb on the Paperwhite)
• Reading mode auto-detection feature (landscape/portrait) – you must manually set your viewing mode on this model
• Kindle US Power Adapter (this is a separate purchase for $10); USB cable only included with this Kindle

Features – Pros

• 100% of the packaging is recyclable
• Built-in light can be very bright
• Battery life with built-in light turned on – Amazon claims to be better than any others out there. When I did the math on their stat claim (30 minutes per day for 8 weeks) it ends up being ~28 hours total with a light setting of 10 (out of 24) and the wireless turned off. To give you a point of reference - during the day, I like to keep my Paperwhite on the “dim” side, with a light setting of 12. (At night I put it on a setting of 1 or 2.) And be forewarned about wireless: as with all electronic gadgets, wireless usage sucks the battery life quickly. When I first received this Kindle, it was at half-charge. I left the wireless on the rest of the day (since I had to download my Amazon library to my new device). My half battery ran out after ~8 hours.
• Even with the new dazzling contrast and updated eInk technology, the Paperwhite is still easier on the eyes when reading for a long time. I have found that my eyes start to strain on my iPhone and iPad after just 20 minutes.
• The wifi is set-up to access AT&T’s free wireless hot spots across the U.S.
• The 2nd special offer displayed on my new Paperwhite was for a $5 Amazon mp3 credit. No fine print except to use it in the next 10 days. Apparently this comes around every few months. I’m already making money off this thing. Note that the special offers are considered to be “unobtrusive”. You see them when the Kindle goes to sleep (the ad fills the entire screen) and when you’re browsing your root library (the ad takes up ~2/3 inch banner at the bottom)…you don’t see them when you’re reading.

Updates 10/5:

• I like to use the bookmark feature a lot with my favorite books. In this version, you simply click the upper-right hand corner of the page and the “earflap” icon appears. Easy peasy!
• I can’t believe I forgot to mention this – the SCREEN! Yes, it is fantastically contrastive and a step up on the resolution side from earlier versions. I love it! The very light “white” backdrop against the monochrome text & images make this screen the best one available using eInk technology.

Features – Cons

• Software Frustrations (note that these gripes are not necessarily specific to the Paperwhite…but they are the reason why I won’t give any Kindle an “A” rating)
  • Collections - I would like to see an option to centralize Collections and push them out to all Kindle devices.
  • Working with a large library - I discovered last night that I now have over 500 books in my Amazon collection (note: I like to download their freebies). It’s hard to navigate, manage, and organize large collections. This was handled better on the Kindle v1 software (can you believe that?).
  • Lack of advanced sort & filter options – I would like to view my library by Recently Viewed Collections. You only get the option to view your Collection alphabetically. And sometimes I want to filter my books on those not already in a Collection, especially when I’m trying to add new books to a Collection. Aside: After 5 years, I’m not sure why Amazon has not extended their website sort & filter features to their own device. On their website you can sort by a bunch of product metadata, as well as further refine by filtering. This is frustrating for us anal folk.
  • “Experimental” browser – this is pretty much useless. I say this because I went to CNN’s website on my Paperwhite and it was a horrible wreck and too small to read. The slow speed of the processor doesn’t help, either. If you see this feature listed as a ”bonus” on another review, ignore it. I’ll use my smartphone instead.
  • Library views - the default views available for navigating your library take up too much real estate on the Paperwhite’s small screen, even when in List View (vs. Cover View). I would like List View to display with 0 pt line spacing.
  • Navigation across multiple pages (library list, browser, etc.) – this is not continuous, smooth scrolling, but one page at a time (which is annoying if you’re smartphone literate). I am probably expecting way too much here.
• Turning off wireless – this should be easier to do. I would prefer that it take 1-2 steps to turn off wireless vs. 3. Even bringing the button back would be preferable. #FirstWorldProblems
• Some people complain about the shadows and halos created by the LED lights at the bottom. Yes, I do see them on mine. And no, they don’t bother me. The Nook Simple Touch GlowLight has the same issue, but is reported to be slightly better. My prediction is that we’ll see this ironed out after 2 more versions.
• Speed (processor); there is a pause after every touch you make on the screen. None of these pauses are imperceptible.

Questionable Features (I’m still on the fence on how I feel about these)

• Lack of physical buttons (sometimes buttons are good, especially if you use a waterproof case)
• Size (when I first got it, I was shocked at how small it is)
• The built-in light is made to be used at all times and turns on as soon as you start the Kindle for the very first time. (Note that you can turn the light setting to 0, but the LED’s don’t turn completely off.) I am not sure why Amazon expects us to use this feature for daytime reading. I used to read on my other Kindles without a book light during the day. (I’m not sure why I’m so irked by this.)
• Weight – 7.5 oz without a cover. This is still a bit on the heavy side for single-handed holding, especially when you add a cover.

Notable features

• Software enhancements:
  • XRay – lets you explore the “bones” of a book. It seems like an advanced index - for a particular tagged word (“bone”), the Paperwhile will show you all the pages and passages where you can find the word (i.e. character, topic, location, etc.). Note that this feature is not available on all Kindle books
  • Report content errors - you can report a typo back to Amazon (good for us anal folk)
  • Instant translations - uses online resources to translate foreign text to your language
  • Reading progress – keeps track of how long it’s taking you to read your eBook so you can decide if you really want to read that chapter before going to bed
  • Page numbers that match actual pages numbers in print books, although not all Kindle books have “page numbers”
  • Customizable fonts – there are now 7, but fonts cannot be changed on all Kindle books
• Unsubscribe Special Offers – you can buy the device with special offers and then upgrade for a fee (the price difference) to the non-special offers version through the “Manage your Kindle” option in Amazon

Side by Side Comparisons

Size Comparison

(from left to right: Kindle DX v1, Kindle v1, Kindle Paperwhite, iPad 3)

Built-in Light Brightness

(at full brightness in a mostly dark room; note that the Paperwhite is closer to the camera in this shot compared to the next)

Brightness Comparison

(both at full brightness in a mostly dark room, from left to right: Kindle Paperwhite, iPad 3)

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Overall, I’m glad I upgraded. This version meets all of my needs and is small enough for me to carry to the gym. And, it’s at a price point where if something happens to it, I’m not gonna cry.

Update Feb 2013: I ended up buying a 2nd one for the spouse for Valentine’s Day. We exchanged gifts last weekend. INSTANT hit.

Consulting 101: Project Roles

To follow-up on an earlier post, I decided to do a write-up that describes the different consultant roles on a project, in detail.

(Please note that the below information is specific to the niche software consulting I have been exposed to in my career, and may not apply to every type of consulting project.)

First of all, allow me to take a quick detour…

WYSIWYG (“what you see is what you get”)

So…this principle does not always apply when it comes to the fine art of selling and placing consultants on a project. Let me debunk some common myths when it comes to staffing:

• Staffing is product of both time and individual skill sets – not just skill sets. For instance, if there is a consultant who is not the optimal candidate for a project, but the timing of the project is just right…let’s just say that timing is the overriding factor in this case. This is why consulting firms do their best to hire excellent overall consultants – so everyone can fit almost every need at any time. From what I’ve seen, consulting firms will do their absolute best to staff the right person for each project. However, other factors come into play that complicate matters (besides timing): size of the deal, key player politics, potential future sales, etc.
• The experience and client list written on a consultant bio/resume that is sent in advance to the client for approval may be slightly embellished. I have never witnessed flat out lying (unless the consultant does it themselves – they write the bulk of their bio/resume), but I have seen plenty of embellishing. Remember: the goal of the consulting firm is to get the client to approve the consultant so the project can start and money can flow. Enough said. If you are a client and worried about staffing, set-up phone interviews with the proposed consultant team. Then you can ask the hard questions about background, experience, etc. In my opinion, clients don’t do this enough.
• In addition, the title on the consultant’s bio/resume may not represent the role the consultant actually plays on the project. This may be embellished to make the client feel like the fit is good. For instance, someone who is considered to be a Sr. Consultant at the firm may be listed as an Architect or a Manager on their bio. They may not have the expected amount of experience in that area. But keep in mind that a consultant firm’s reputation is everything. So more likely than not, they are not going to staff someone who they feel can handle the big task being asked of them. Consulting firms don’t like to fail.
• The consultant who initially sells you the project/software may not actually be on your project. There are special consultants who only do what we call “pre-sales” (someone who gets the client interested in the firm and/or software product). They have skills in other areas that are helpful – they are great sales people and can demo products well. They may not be the best consultants. In optimal situations, the consultant who does the initial interview is staffed on the project, thereby allowing for continuity and familiarity.

PROJECT ROLES

Sales

The sales person assigned to a client may be called a “Business Development Manager” (a.k.a. “BDM”), “Account Executive”, etc. They are the person you will hear from the most during the initial sales cycle. They may wine and dine you, get chummy with you, and act like they’re your best friend. Once the project starts, some will disappear – never to be heard from again unless there are: new contracts, change orders, issues with cost, issues with people, project parties, unpaid invoices, etc. If you’re lucky, you’ll get one who will be in constant communication with you throughout a project, developing a trusted relationship that you will come to appreciate over time. If you’re lucky…

What to look for: I will be honest – I don’ t have personal experience in this area. The closest I’ve come is being involved on the pre-sales side.

I imagine you may want to look for the following traits:

• Honest communication
• A likeable and trustworthy nature
• Continued presence throughout a project lifecycle and a genuine feeling of concern
• Advocacy for you when it comes to the consulting firm and the product vendor

Management

Management usually encompasses any or all of the following titles: ”Vice President”, “Partner”, “Engagement Manager”, “Project Manager”, “Project Lead”, “Principal”, and/or “Architect”. (Note: due to their specialized skill set, I have segregated Architects to the next section.)

The management team on a project includes the people the client management team interacts with the most. This usually includes a Project Manager and an Architect. The Vice President of Consulting may also make occassional visits. If there is an issue with the project it is up to this team to communicate it. They should be your first line of defense and your true consulting friend. You should have the utmost confidence in this team, and they should be your trusted advisor during the good, bad, and ugly. (Notice the overuse of the word “should” in the previous statements.)

Required role on a project? For whatever reason, there is a lot of controversy on this topic. Clients always want to shave costs, and this seems to be one of the first areas that get cut, especially the Project Manager role (probably because this is the most expensive area). I personally think that a project manager should exist for every single project, whether that role be fulfilled by the client or a consulting firm…no matter how small the project is. Sometimes this position is filled by a hybrid role – perhaps an Architect who is also the part-time Project Manager. I think there are many cases where this has worked well. In some situations, I think there may be a need to have several project managers – especially if there are multiple projects running concurrently.

Look at it this way – if no one is steering the boat, how will anyone know where it is going? And if  there are multiple boats – how will you keep them all in line?

What to look for: Management can take a variety of forms and roles. Therefore, it’s hard to nail down a specific set of characteristics.

My personal opinion is that a good management team will have the following basic traits:

• Excellent, upfront, and honest written and verbal communication
• LOTS of experience in project management
• Enough technical knowledge to understand the potential pitfalls, risks, and issues that the consultant team will encounter
• Meticulous, detail-oriented nature
• Constant anticipation and pre-planning
• Tact and the keen ability to read people well (and react professionally)
• Works well under pressure

Side note on Project Managers: although a PMP certification is a plus, I do not think it is a requirement. This is an area where street smarts overrule book smarts (again, in my opinion). Also, not all project managers need project plans. I’ll probably get flack for saying this, but Microsoft Project is a beast. It can help steer a project in the right direction, but beyond that, it is just an organization tool. The real skill is the style and finesse that the project managers bring to the table.

Architects

The Architects are the “cream of the crop” at consulting firms. They can also be divas. Architects are paid well and I’ve noticed a distinct pattern of consulting firms turning a blind eye to their less than perfect antics. They generally have 10+ years of experience, although I’ve seen successful Architects with less experience.

The definition of an Architect varies from firm to firm. But the commonalities I’ve noticed include:

• Being stretched across multiple projects (and are therefore not engaged full time and/or from project start to finish)
• Strong ability to lead both consultant and client teams
• Fantastic selling skills
• Great written and verbal communication styles
• Industry thought leaders
• Natural mentors
• Excellent experience in what they do and know
• Work well under pressure

A good number of Architects also have large egos and can be argumentative and defensive if they are not listened to or are questioned. I guess you take the good with the bad. Architects are in their position for a reason and from what I’ve seen…they really do know what they’re talking about and have a wealth of experience to draw from. They are your bread and butter technically.

Required role on a project? Yes. Plain and simple. This role may not need to be full-time, but I feel that it is necessary.

What to look for: I’ve found the following traits to be most helpful:

• Excellent, upfront, and honest written and verbal communication
• Well rounded technical experience, with depth in several technologies
• Enough project management knowledge to understand the potential project pitfalls, risks, and issues that the consultant team will encounter
• Constant anticipation and pre-planning
• Great ability to translate technical speak to non-technical people
• Natural ability to mentor and train

Senior Consultants

Senior consultants are referred to as ”Senior Consultant” – I really haven’t seen this title stray at the firms I’ve been with. Depending on the company, they usually have 5+ years of experience and have been “around the block”. They may have deep technical expertise in a few areas or a wide range of skills. They are not architect-ready, but they may stand in for the Architect while they are offsite. Some act as the Project Lead or take on the duties of the Project Manager. Some Seniors may never want to be Architects – they may shy away from big team leading (and the inevitable accountability that comes with it) and prefer to do the “doing” instead.

Required role on a project? Not always. Project budget and size are always a factor.

What to look for: In a nutshell, Senior Consultants are more experienced Consultants (see next section), but the distinguishing factors are that they can be left to their own devices and can lead small teams.

A good Senior Consultant has the following traits:

• Extensive knowledge and experience in 1+ technologies
• Works well without supervision
• Can lead and direct teams (but not extensively on a project)
• Effective, honest verbal and written communication
• Knows when to follow and when to lead

Consultants

The Consultant is a bread and butter role on any large project. (Insider’s note: they also make the most profit for a consulting firm.) They have less experience than most of the other titles at a firm, but they know more than your average business analyst.

The Consultant has 1-5 years of experience. This role may require supervision and guidance. Their technical knowledge will be limited, but better than someone in the corporate world.

Required role on a project? Most of the time, but again - project budget and size are a factor. Consultants have a lower cost factor associated with them, so they fill gaps well when it comes to project budgets.

What to look for: Since these guys generally have less technical expertise, you should focus, instead, on the following traits:

• Decent experience in at 1+ relevant technologies (but at an intermediate level, not beginner)
• Strong technical or business apptitude
• A good understanding of how projects work
• Ambition and an eagerness to learn
• Lack of a big ego
• Willingness to share information with others

Junior Consultants

The Junior Consultant is the lowest level consultant at a firm. At most firms, the “Associate”/”Junior” Consultant has little to no consulting experience or little to no experience in the work place (they may have been recruited straight out of college).

Required role on a project? Not always. Project budget and size are a factor. Also, not all consulting firms hire Juniors. They have the lowest cost factor associated with them.

What to look for: Juniors are great to have on a project. Most of them are young, so they bring a certain level of naivety and energy to a project, which can be refreshing. (Sidenote: They can also make you feel old.)

Since these guys generally lack technical expertise, you should focus, instead, on the following traits:

• Ambition and an eagerness to learn
• Lack of a big ego (most Juniors have some ego)
• Willingness to share information with others
• Strong aptitude for technical matters
• Great documentation skills
• Willingness to do the “gopher” tasks

Infrastructure

Referred to as Infrastructure or Technical consultants, this is a very different type of consultant. They are usually responsible for installing the software and/or spec’ing out the hardware. Their expertise is geared towards networks, operating systems, software optimization, and hardware. They are integral to existing client IT/IS/administration/support structures. Infrastructure consultants have a very short life on projects – they will be there in a full or part time capacity for a short time, usually just 1-6 weeks. They usually cannot have an intelligent conversation about software implementation – that is left to the remaining project team members.

Required role on a project? Depends. If you are a client trying to install the software yourself (yikes – God help you), then you may not need them. I would recommend hiring these experts to do your installation, but you should do the research first and go with a reputable company that has tons of experience.

What to look for: Because this is a different breed of consultants, I would recommend the following characteristics:

• Thorough written documentation of efforts
• LOTS of experience with software installations
• A meticulous and detail-oriented nature
• Excellent support network to turn to when there are problems (there are almost always problems – every environment is different)
• Works well under pressure

So, there you have an in-depth look at the players on a consulting engagement…at least my 2 cents worth. Although some of you out there may disagree (feel free to comment with your thoughts), this is my personal experience over the years.

There is one thing that must be said before I end this post…I have yet to be on an engagement where all of the planets aligned and the entire project team was made up of perfect consultants in each role. That is not reality. Therefore, if you are reading this post, taking notes, ready to unleash harsh interviews onto your upcoming consultants…basically hoping to fulfill a utopia of sorts - I’m going to burst your bubble right now. Life doesn’t work that way. BUT…you can get a fantastic team, even when a few of the consultants have hang ups, quirks, or inexperience. There is something to be said about the team dynamic and how it can win out over the perfection of individuals. I have seen that scenario played out more times than I expected to over the years…and it’s beautiful.

Cheers,
The Traveling Consultant

Sunsets

One of the greatest joys I experience traveling is the window seat at sunset. I don’t experience it often – I’m an early morning, aisle seat kind of traveler – but when the planets align in my favor, I love to stare at the sunset…often in contemplation and with a quiet kind of smile. It doesn’t matter where I am in the world – at that altitude, the sunset washes over me peacefully and my spiritual side awakens.

When I was a child, I often wondered where the great artists received their inspiration. I looked at their brilliant sunset paintings and grew confused by the stark contrasts of color. How was it possible that the sky could be marked with an array of dark blues, reds, and oranges all at the same time? From the land, sunsets were yellow, pink, and gray – bland colors that signified the end of a fun day. They sucked up daylight like a foreboding warning.

Now as an adult traveler, I find that I have a completely different perspective – I connect with those same artists. I see a very different sunset from the air – one that looks like those brilliant paintings from my childhood. From plane altitude, sunsets have become the night rainbows.

Now I see vivid colors that fold into the horizon as night meets day. I see black washing into twenty colors of blue, which seep into a dozen greens, yellows, oranges, reds, purples, and pinks.

And now I wonder…the great classic painters did not have flight back then…how were they able to capture this vivid reality? How did they paint these fantastic palettes of color onto a blank canvas? Did they dream it?

I wish I could take a picture of the sunsets I see so I could share their beauty with you. But my iPhone camera does not do them justice. Instead, they are burned into my memory on a special slide show.

Consultant Profiles: the “Great Guy/Gal”

This profile is one that I hope to work with on every project. I wish I were this profile myself, but unfortunately I don’t possess all of these wonderful traits.

The “Great Guy/Gal”

Definition: You know this guy/gal almost immediately. This person makes everyone smile, puts any situation at ease, and while also getting their work done on time and on budget. In essence, they are one of the perfect consultants.

% of consultants that exhibit this trait: ~1 in every 300 (or at least in my estimation)

Detailed definition: This type of consultant possesses all of the great characteristics that you are looking for in both: 1) an honest worker and 2) a great friend. They are honest, ethical, hard-working, and have a good passion for the job. In addition, you trust them completely. You can have both work and off-topic conversations with them – they are so easy going. I have found, however, that these folks are generally not in leadership positions. They are usually “doers” with great people skills.

Fortunately, I have met 2 people like this. They were both young guys who were new to consulting.

Example 1: The first Great Guy was a very young kid who came to consulting straight from college. He had an enormous appetite for all things technical. In the truest sense of the word, he was a nerd…but he was also very cool (a “geek”?). In his spare time, he DJ’ed – he had an entire suite of electronica music that he would demo for us, which easily upped his coolness factor. He always had a smile on his face, was eager to learn, and seemed to just enjoy life. He often went out with us (older) team members after work for dinner or fun, and he was a barrel of laughs. He was always doing crazy (but nice) things for our team.

But what I liked most about him was his small ego – he didn’t let the little things get to him. He also didn’t get caught up in office politics or gossip. I often looked at him and thought “This kid is going places.” I still keep this person in my LinkedIn contacts list – he is at another firm, kicking butt and taking names.

Example 2: The second Great Guy I’ve come to known was also new to consulting. He was only a couple of years out of college. This guy possessed many similar traits as Great Guy #1. He was fun, easy-going, had a small ego, and didn’t get caught up in the little things that “stir the pot”. The cool thing about this kid was that he had a great designer’s eye, in addition to picking up technology quickly. His layouts were so fabulous – the sales team loved to have him create demos for them, as the clients gravitated to his stuff.

Why would a consultant behave in such a manner?

If you’re lucky, you’ll meet a consultant like this at least once in your lifetime. And the funny thing is, due to the lack of ego – they don’t even know how superb and special they are. They just know they have a lot of friends in the firm.

How do you know when a consultant is a Great Guy/Gal?

After the first day with them, you’ll think “I like this person!” and you look forward to working with them everyday.

What can one do about Great Guy/Gal?

Hire them! IMMEDIATELY!

Consultant Profiles: the “Flake”

For whatever reason, I’ve encountered 4 of these types of consultants. They have all been female project managers. I am not sure why this is the case, but in defense of all female project managers out there – my experience does not cause me to stereotype the female species.

The “Flake”

Definition: A consultant who continuously drops the ball on tasks and never seems to be listening to anyone, nor understands what people tell them.

% of consultants that exhibit this trait: ~1 in every 100 consultants

Detailed definition: UrbanDictionary.com (yes, I look up words there all the time – for a laugh or just because the definitions are so true!) describes a flake as “An unreliable person; someone who agrees to do something, but never follows through”. I think unreliable is the perfect definition.

Example 1: The first Flake I encountered worked at my first consulting firm. She began her career at the bottom of the ranks and worked her way up. Since she was unofficially in the project manager role before she was promoted, it made sense to the company to promote her to that position. However, once she “officially” became a project manager, she changed. She started flapping her gums around her team for hours at a time (instead of focusing on work) and she would spontaneously not show up to the client on days when she was expected. When trying to reach her by cell phone, she wouldn’t answer half of the time…and when she did the cell phone would suddenly hit a dead zone and drop mid-sentence during hard conversations. Unfortunately for her, her consulting life there was short-lived and ended quite soon after the client complaints started rolling in.

Example 2: This next Flake managed a very large project at my second firm. At first she was fun to be around – vibrant and smiling. She stood up for her team when they needed support and she gave an encouraging shoulder to cry on when members of her team needed it. Seemed great, right? She was doing a “fine job” until the project went sour. Once that happened, people started paying attention to her performance. During meetings it was discovered that she was doing nothing more than nodding. She didn’t understand the details being discussed. People noticed that she wasn’t taking notes, either. She didn’t follow-up or follow through on things. And she didn’t document the important decisions of the project – crucial for CYA’s. (Sidenote: although these details sound very specific and, well…anal…they are well-known standards for project managers.) After the project hit rock bottom, it was suddenly hard to reach her by cell phone. She became defensive in conversations and meetings. She also started throwing her team members under the bus, one by one. After one incredibly stressful morning, her team members could not find her anywhere. After about an hour, she came in looking fully refreshed and smiling, exclaiming “It is such a beautiful day. I just needed to bask in the sun for an hour!”. She was laid off several months later.

Example 3: This final Flake managed a large project at my third firm. She was an older lady and very refined – she wore skirt suits every day. Her manner was professional and she seemed to be a great project manager on the surface. She had a project plan, she stayed on top of tasks, and she kept her project status reports in tip-top shape and submitted them on time. But she drove her team mad…when her team members launched into any sort of technical detail in response to a question, she would nod her head and then turn around and ask them the exact same question…then space out again the second time around. Several people asked her “Are you listening to me?” She would nod and then ask the same question a different way. As she was there only on a trial basis, the client decided not to sign her onto a contract.

Why would a consultant behave in such a manner?

Flakes are flakes – they are completely oblivious. And if they receive any sort of positive feedback about their performance, they hang onto it forever and believe they are great! Unfortunately, I have seen the road end for all of them in some form or fashion.

How do you know when a consultant is a Flake?

If you find yourself:

• repeating yourself a lot around them
• confused when you are around them
• watching them look like a deer in headlights when you explain something with any sort of detail
• trying to reach them repeatedly by phone or email, with no luck

What can one do about Flakes?

Upper management involvement plays a key role in dealing with Flakes. But since most upper management is uninvolved at the lower levels, it can be hard to make traction on replacing them or removing them.

It’s important to be specific when communicating Flake issues to management. It’s also important to point out how their behavior effects the bottom line (money).

And if you do choose to take on a Flake, tread carefully. Remember that Flakes are usually in management – so they will get the benefit of the doubt (since they have obviously made it that far for a reason).