On being an expert rather than a consultant

My friend Rebecca recently declared one of her intents for 2020 was to remind herself that she was “a thought leader, not a consultant.”

Which of course begs the question, what’s the difference?

My first grown-up job was as a consultant with Andersen Consulting - now Accenture. (Interesting aside, I actually spelt it Anderson Consulting on the application letter and was almost rejected on that basis before even getting an interview).

The master’s degree I did was in organisational change and consulting. And I still write consultant whenever I have to fill in my occupation on a form at an airport.

So I have nothing against consultants. But I think there is something in what Rebecca is saying.

In his seminal work, Flawless Consulting, Peter Block makes the distinction between a “pair of hands” consultant and a subject matter expert. The pair of hands consultant is essentially an outsourced employee. Someone who executes a role, does the doing. The expert is paid for their unique perspective and contribution, and to help the client perform their function better.

Typically, a pair of hands consultant is paid for her time. An expert is paid for her point of view, her ability to solve a problem, the advice she gives, and the difference that makes to the business.

My counsel is position yourself as an expert – a thought leader – rather than as a consultant. Charge accordingly. Teach, don’t do. And let them call you a consultant if that makes you easier to buy.