Malcolm Cheshire, a Consulting Practitioner in Human Dynamics & Risk and is CEO of the Consultancy, T H I R D M A R G I N, discusses the art and science of consulting and the difference between a Consultant and a Subject Matter Expert.
Malcolm writes;
The Concise Oxford
English Dictionary defines a Consultant as one who “… provides expert advice,
professionally! “. In a Security context, defined by G. Manunta (1999) as
: “ … a function of the presence and interaction of Asset Protector & Threat
within a given situation , and expressed as : S = F ( A P T ) si “ , a
Consultant could be seen as simply a ` Subject Matter Expert `; however,
what distinguishes a `Consultant ` from a `Subject Matter Expert ` is his or her
ability to develop an effective ` Relationship ` with a Client and to
use this relationship to understand needs and facilitate solutions .
To look more fully
at `Relationships` one needs to visit the world of Clinical Practice.
Psychologist & Psychotherapist Dr. Carl Rogers (1902 > 1987) asserted that there
are 3 components that are `Necessary & Sufficient `for the development of an
effective professional relationship:
·
CONGRUENCE;
establishing a dialogue with your client that is Two Way Open & Frank!
·
EMPATHY;
having regard for both Facts & Feelings!
·
RESPECT;
having an Unconditional Positive Regard for the Client!
Within, what I
call, a `Consulting Dynamic` there are 4 evolving levels of interaction between
Consultant and Client:
·
In a SERVICE based Dynamic, the Consultant provides the Client with
INFORMATION, this process is termed TRANSACTIONAL!
·
In a NEEDS based Dynamic, the Consultant provides the Client with
SOLUTION, this process is termed TRANSACTIONAL +!
·
In a RELATIONSHIP based Dynamic, the Consultant provides the Client with
IDEAS, this process is termed TRANSACTIONAL ++!
·
In a TRUST based Dynamic, there is a high degree of mutual insight &
trust. The Relationship becomes a `Safe Haven` for discussing difficult and
sensitive issues. This is a truly `TRANSFORMATIONAL` Relationship, where
the Consultant has evolved into a `Trusted Advisor` of which MAISTER GREEN &
GALFORD expand upon in their eponymous book of 2000.
Not all Consultants (or potential Consultants ) will be comfortable with
the increased level of intimacy necessary for an effective ` Transformational `
relationship ; however , with appropriate determination + training and support
the end result will be a Consultant / Client Relationship that is more cohesive,
more resilient &, ultimately more profitable!
Malcolm Cheshire
is a Consulting Practitioner in Human Dynamics & Risk and is CEO of the
Consultancy, T H I R D M A R G I N. A Registered Nurse & Clinical Specialist
(Mental Health) , he also holds a Postgraduate Degree in Security Management
from Loughborough University and is an accredited Business Continuity
Specialist. He is a member of the ` Skills for Security – Sector Skills
Consultation Group on Security Consulting `.
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