A MANAGEMENT CONSULTANT MUST POSSESS

THE FOLLOWING BROAD AREAS OF SKILLS:

I. TECHNICAL SKILLS
II. INTERPERSONAL SKILLS
III.CONSULTING SKILLS
I. TECHNICAL SKILLS

THESE INCLUDE BOTH UNDERSTANDING AND

EXPERIENCE IN A TECHNICAL DISCIPLINE – SUCH AS
INFORMATION TECHNOLOGY, MARKETING, ENGINEERING
AND ORGANIZATIONAL BEHAVIOR.
EDUCATION REQUIREMENTS
THE EDUCATION REQUIRED TO OBTAIN THE NECESSARY TECHNICAL SKILLS FOR
MANAGEMENT CONSULTING DEPENDS ON THE AREA OF SPECIALIZATION.

A. TECHNICAL TRAINING
• LENGTH OF EDUCATION
 A BACHELOR’S DEGREE IS A PREREQUISITE AND MANY, IF NOT MOST PEOPLE GOING
INTO MANAGEMENT CONSULTANCY TODAY HAVE ONE OR TWO GRADUATE DEGREES.
• TYPE OF EDUCATION
 EDUCATIONAL PROGRAMS USUALLY INCLUDE A TECHNICAL DEGREE AND A GENERAL
DEGREE.
B. COMMON CORE REQUIREMENTS
 REGARDLESS OF A PERSON’S AREA OF SPECIALIZATION, THE
FOLLOWING COMMON CORE COURSES SHOULD BE INCLUDED IN
THE EDUCATIONAL PROGRAM.
1. COMMUNICATION
2.MATHEMATICS AND STATISTICS
3.COMPUTER DATA PROCESSING
II. INTERPERSONAL SKILLS OR DEVELOPED
ATTRIBUTES
THESE INCLUDE PERSONAL ATTRIBUTES THAT MAKE AN
INDIVIDUAL AMIABLE AMONG PEOPLE AND EFFECTIVE IN
ACCOMPLISHING DESIRABLE OBJECTIVES THROUGH
PEOPLE.
IN ADDITION TO EDUCATION AND EXPERIENCE, SEVERAL PERSONAL
ATTRIBUTES ARE CRITICAL FOR THE SUCCESS OF A MANAGEMENT
CONSULTANT. THESE ARE:

1. INTELLIGENCE OR CAPACITY FOR LOGICAL THINKING AND

REASONING
 THIS REFERS TO THE CONSULTANT’S DEGREE OF MENTAL ORGANIZATION
AND DEVELOPMENT THAT ENABLES HIM/HER TO ABSORB AND RELATE
FACTS IN A LOGICAL AND ORDERLY FASHION AND TO REASON INDUCTIVELY
AND DEDUCTIVELY.
2. INTEGRITY
THIS PERTAINS TO THE NUMBER OF ATTRIBUTES, SUCH AS
MORAL AND ETHICAL SOUNDNESS; FAIRNESS; EQUITY;
ABILITY TO DISTINGUISH BETWEEN RIGHT AND WRONG;
HONESTY; DEPENDABILITY; FREEDOM FROM CORRUPTING
INFLUENCE OR PRACTICE; AND STRICTNESS IN THE
FULFILLMENT OF BOTH THE LETTER AND THE SPIRIT OF
AGREEMENTS MADE REGARDLESS OF PERSONAL
CONSIDERATIONS.
3. OBJECTIVITY
THE CONSULTANT MUST HAVE THE ABILITY TO GRASP
AND REPRESENT FACTS, UNBIASED BY PREJUDICE. HE/SHE
IS ALSO INDEPENDENT.
4. UNDERSTANDING OF PEOPLE
THE CONSULTANT MUST HAVE THE ABILITY TO ANTICIPATE
HUMAN REACTIONS TO DIFFERING SITUATIONS; TO ESTABLISH
AND MAINTAIN FRIENDLY RELATIONS AND MUTUAL CONFIDENCE
WITH PEOPLE AT ALL LEVELS; AND TO RECOGNIZE AND RESPECT
THE RIGHT OF OTHERS.
5. JUDGEMENT
THIS REFERS TO THE MANAGEMENT CONSULTANT’S ABILITY
AND REASONING POWER TO ARRIVE AT A WISE DECISION, A
COURSE OF ACTION OR A CONCLUSION, ESPECIALLY WHEN ONLY
MEAGER OR CONFUSED FACTS ARE AVAILABLE.
6. COURAGE
THIS REFERS TO THE CONSULTANT’S STRENGTH OF MIND AND
CHARACTER THAT ENABLES HIM/HER TO ENCOUNTER
DISAGREEMENT, DIFFICULTIES, AND OBSTRUCTIONS WITH
FIRMNESS OF SPIRIT AND DETERMINATION.
7. AMBITION
A MANAGEMENT CONSULTANT MUST HAVE THE DESIRE
AND MOTIVATION TO EARN AND OBTAIN FULL
RECOGNITION FOR THE ATTAINMENT OF PROFESSIONAL
STATUS.
8. PSYCHOLOGICAL MATURITY
THIS PERTAINS TO THE CONSULTANT’S ABILITY TO VIEW
SITUATIONS IN PERSPECTIVE AND TO TAKE ACTION NEEDED
ON A CALM AND CONTROLLED BASIS WITHOUT BEING
DIVERTED FROM A SOUND, LOGICAL AND ETHICAL COURSE
BY OUTSIDE PRESSURE.
9. PSYCHOLOGICAL EQUILIBRIUM

A CONSULTANT NEEDS A HIGH- ENERGY LEVEL TO

1. SUPPORT HIS/HER INTELLECTUAL AND EMOTIONAL ACTIVITIES
2. ENABLE HIM/HER TO WITHSTAND PRESSURE AND FRUSTRATION, AND
3. AVOID PHYSICAL ILLNESS.
10. RELATIONSHIP- BUILDING
A. AN ABILITY TO BUILD RAPPORT AND TRUST WITH THE CLIENT.
B. AN ABILITY TO QUESTION EFFECTIVELY
C. AN ABILITY TO COMMUNICATE IDEAS SUCCINCTLY AND PRECISELY
D. AN ABILITY TO NEGOTIATE OBJECTIVES AND OUTCOMES
E. AN ABILITY TO CONVINCE THROUGH VERBAL, WRITTEN AND VISUAL
MEDIUMS
F. AN ABILITY TO USE INFORMATION TO MAKE A CASE FOR A
PARTICULAR COURSE OF ACTION
G. AN ABILITY TO DEVELOP SELLING STRATEGIES
H. AN ABILITY TO WORK EFFECTIVELY AS A MEMBER OF A TEAM
I. AN ABILITY TO LISTEN EFFECTIVELY
J. AN ABILITY TO DEMONSTRATE LEADERSHIP
COMMON BARRIERS TO EFFECTIVE COMMUNICATION
BETWEEN THE CLIENT AND THE CONSULTANT
1. KNOW – IT – ALL – ATTITUDE AND/OR PREJUDICE OF SOME PERSONNEL OF THE CLIENT
2. INABILITY TO UNDERSTAND TECHNICAL LANGUAGE
3. INADEQUATE BACKGROUND OR KNOWLEDGE
4. RESISTANCE TO CHANGE
5. INFORMATION OVERLOAD
11. PROJECT MANAGEMENT SKILLS
a. AN ABILITY TO DEFINE OBJECTIVES AND OUTCOMES
b. AN ABILITY TO DEVELOP FORMAL PLANS
c. AN ABILITY TO SEQUENCE AND PRIORITIZE TASKS
d. AN ABILITY TO MANAGE THE FINANCIAL RESOURCES THAT ARE TO BE INVESTED IN THE
CONSULTING PROJECT
e. AN ABILITY TO RECOGNIZE THE HUMAN EXPERTISE NECESSARY TO DELIVER THE
PROJECT
f. AN ABILITY TO MANAGE PERSONAL TIME.
12. ANALYSIS SKILLS

a. AN ABILITY TO IDENTIFY WHAT INFORMATION IS AVAILABLE IN A PARTICULAR SITUATION.

b. AN ABILITY TO IDENTIFY WHAT INFORMATION IS NEEDED IN A PARTICULAR SITUATION.
c. AN ABILITY TO PROCESS THAT INFORMATION TO IDENTIFY THE IMPORTANT RELATIONSHIP WITHIN IT
d. AN ABILITY TO DRAW MEANING ROM THAT INFORMATION AND USE IT TO SUPPORT DECISION –
MAKING.
e. AN ABILITY TO RECOGNIZE THE BUSINESS ‘S PROFILE OF STRENGTHS, WEAKNESSES AND CAPABILITIES
f. AN ABILITY TO RECOGNIZE THE OPPORTUNITIES AND CHALLENGES THE
ENVIRONMENT OFFERS THE BUSINESS.
g. AN ABILITY TO ASSESS THE BUSINESS’S FINANCIAL SITUATION
h. AN ABILITY TO EVALUATE THE BUSINESS’S MARKETS AND HOW THEY ARE
DEVELOPING
i. AN ABILITY TO ASSESS THE BUSINESS’S INTERNAL CONDITION
j. AN ABILITY TO ANALYZE THE WAY IN WHICH DECISION – MAKING
OCCURS WITHIN THE BUSINESS
III. CONSULTING PROCESS SKILLS
THESE INVOLVE THE ABILITY TO UNDERSTAND AND USE THE FOLLOWING
APPROACH IN SOLVING BUSINESS PROBLEMS;
a)IDENTIFY THE CAUSE OF PROBLEMS OR INEFFICIENCIES
b)IDENTIFY ALTERNATIVE SOLUTIONS
c)SELECT THE MOST DESIRABLE ALTERNATIVE, AND
d)IMPLEMENT THE CHOSEN SOLUTION
AREAS OF CONSULTING PROCESS:
1. PROBLEM DEFINITION PHASE
2.IDENTIFICATION OF ALTERNATIVE SOLUTIONS
3.SELECTION OF THE DESIRABLE ALTERNATIVE
4.PRESENTATION
5.IMPLEMENTATION PHASE