Why Leadership Is Important to Excellent Client Relationships

The true consultative professional understands the importance and value of being a leader and demonstrating leadership characteristics in working with both prospective clients and current clients. Leadership in consultative selling and client relationships can be misunderstood and confusing. For the record I have been highly influenced by several noteworthy writers, practitioners, and influential people who have devoted their lives to the study and application of leadership. Here are a few of the noteables: Warren Bennis (Read everything he writes! His writing is true art); David Maister (a consultant to consultants and advisors); Brian Tracy (he has great audio and video programs). There are many others - and I name more in later posts.

To clear up any confusion around consulting and advising clients, I will borrow from Warren Bennis' book some contrasting ideas about leaders and "also-rans." I have revised his writing, but the ideas below were inspired by his book "On Becoming A Leader."

• The Consultative Professional innovates; The Also-Ran Professional administers.
• The Consultative Professional is an original; The “Also-Ran” is a copy.
• The Consultative Professional develops; The “Also-Ran” maintains.
• The Consultative Professional focuses on people; The “Also-Ran” focuses on systems and structure.
• The Consultative Professional inspires trust and confidence; The “Also-Ran” relies on control and controls.
• The Consultative Professional has a long-term view and looks to the future; The “Also-Ran” looks at the immediate and short-term view.
• The Consultative Professional asks "what?" and "why?"; The “Also-Ran” asks "how?" and "when?"
• The Consultative Professional has his/her eye on the top line; The “Also-Ran” has his/her eye on the bottom-line.
• The Consultative Professional originates; The “Also-Ran” copies.
• The Consultative Professional challenges the staus quo; The “Also-Ran” creates it and tires to keep it.
• The Consultative Professional is his/her own person; The “Also-Ran” is the classic "good soldier."
• The Consultative Professional is focused on the client first; The “Also-Ran” is focused on their firm first.
• The Consultative Professional says "Where do we go from here?" when there is a mistake; The “Also-Ran” says "Who did it?"
• The Consultative Professional passes on the credit to others; The “Also-Ran” takes the credit and looks for photo ops.
• The Consultative Professional does the right thing; The “Also-Ran” things right.

Leaders have nothing else but themselves to work on. They take responsibility and make things happen. Leaders inspire others to be everything they can be and become. They embody the classic adage, "If it's to be, it is up to me!"

Good Luck!