Building a network in consulting

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Neue Antwort am 26. Aug. 2021
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Anonym A fragte am 25. Aug. 2021

Hello,

I'm considering a role in consulting after about 3 years in the industry. 

Consulting is a people business. Curious to know how people typically go about building and maintaining relationships with coworkers and clients? 
Aside from building on a good communication style, is there anything else that is fundamental and key to being successful in consulting (other than problems solving skills of course)? 
Would love to get some inputs! 
 

(editiert)

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Adi
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antwortete am 26. Aug. 2021
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Anonym A am 27. Aug. 2021

Wow, this is awesome! Thank you for sharing!

Ian
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antwortete am 26. Aug. 2021
#1 BCG coach | MBB | Tier 2 | Digital, Tech, Platinion | 100% personal success rate (8/8) | 95% candidate success rate

Hi there,

There are really 2 types of business/network connections:

1) Genuine/deep friendships

2) Mutually beneficial connections

On the first, this should just come naturally! As you work extensively with people, you'll naturally build your relationship. There's no explanation needed here on how to stay friends with someone!

On the second, you essentially need to show your worth. Make it clear that you do a good job in x, y, z. The occasional coffee or check-in (stopping by their desk, shooting a quick message out, etc.) is a good way to keep the connection alive.

If you really want to be methodical, you can “track” contacts on an excel sheet, including when you should reach out to them. I've never done this (prefer to keep it more natural/genuine), but it's one approach!

When you're in town, or in their neck of the woods, reach out and propose a quick catchup.

The key here is pro-activity (without being too needy/pushy as well!)

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Anonym A am 26. Aug. 2021

I do agree with you, relationship-building needs to be more natural. It's the fact that this gets emphasized so much that has got me thinking, I really appreciate these pointers. Stand up for yourself but without showing off or being needy or pushy is the key. :)

Antonello
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antwortete am 26. Aug. 2021
McKinsey | NASA | top 10 FT MBA professor for consulting interviews | 6+ years of coaching

Hi, with colleagues it's going to be very natural since you have the chance to become friends with a vast majority of the people you are going to meet during projects and events. With clients instead, you can set up a structured follow-up informal call and meetings 2+ times per year

Best,
Antonello

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Anonym A am 26. Aug. 2021

Hi Antonello, Is this something you would recommend even at an Associate level? Or is this something people typically start at a Principal or Partner level? I've heard that it's in this stage that people typically start thinking of Business Development activities as well.

Florian
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antwortete am 26. Aug. 2021
Highest-rated McKinsey coach (ratings, offers, sessions) | 500+ offers | Author of The 1% & Consulting Career Secrets

Hey there,

You will spend so much time with your team, that you will automatically connect and bond in the team room. Also, make sure that your team is doing things besides work as well such as team events (sports, etc.), dinners, go-karting, you name it.

A simple trick to build a network with clients:

Do things besides work, for instance, go to lunch or dinner with them and don't talk about work. Make an effort to get to know them.

After a project has ended, stay in touch and reach out every now and then asking how it's going.

Cheers,

Florian

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Anonym A am 26. Aug. 2021

Love this! Thank you!

Sofia
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antwortete am 26. Aug. 2021
Top-Ranked Coach on PrepLounge for 3 years| McKinsey San Francisco | Harvard graduate | 6+ years of coaching

Hello,

Great question! There are a number of ways to build and maintain relationships with coworkers and clients. For coworkers, I like the breakdown Ian gave of genuine connections and mutually beneficial relationships. I would also add mentorship relationships (which can either be genuine or mutually beneficial), which generally require a bit more action on the mentee's part to keep the relationship going, but one that is very common and helpful in many consulting firms.

You will naturally establish some strong relationships with the people you work on projects with because you will spend so much time working together. I would also recommend reaching out to build your network - go to office events to get to know your peers better, set up coffee chats with senior leadership and consultants who are doing the sort of work you would be interested in doing. Once you've made an initial connection with someone, be sure to maintain it - a coffee chat or quick update once every few months would feel natural and allow you to develop a stronger rapport.

Building your relationships with clients is also a great idea. Similarly to the relationships you build with your coworkers, it will sometimes happen naturally whereas other times you may need to treat it more like networking. It is fairly common for consultants to follow up with clients even after a particular project is over, if the foundation of a positive relationship has been built up. That way you can broaden your network and potentially find opportunities for the company (in terms of future consulting work) or for yourself (in terms of exit opportunities).

Regarding the other skills you need to be successful in consulting, here are a few that come to mind: initiative, efficiency, good problem-solving, clear communication, passion/curiosity, being welcoming/approachable. 

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Adi

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Accenture, Deloitte | Precision Case Prep | Experienced Interviewer & Career Coach | 15 years professional experience
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