March 2003

Question

We offer a master's degree in training and development and are considering offering a concentration in consulting. We offer the core program online and would also offer a consulting concentration online. Assuming that students will cover content areas including needs assessment, instructional design, instructional measurement, program development, program evaluation, adult learning, and adult development in the core courses of the degree, what should be the additional content areas of the consulting concentration? Would there be a national market for this concentration?

Answer

I think there would certainly be a national market for this concentration. I also think you should consider more than a concentration; it is a different profession. Training is not consulting-even though some consultants are "training consultants"; consulting requires a completely different skill set. First, there is the technical side including: contracting skills, selling skills, negotiating, differences between internal and external consulting, data gathering, providing feedback, and teambuilding. Second independent consultants are running a business and need to have business skills. A consultant can be the best in the world, but will go out of business without business skills such as: marketing consulting services, determining what to charge, writing a business plan, the ethics of consulting, building a client relationship, finding balance, and understanding the message in accounting numbers. There are others of course. Good luck to you and your school. Keep me posted!

Question

What are the technical and experiential requirements for entry into the field of consulting? How can individuals best position themselves for entry into the profession of consulting? What are the primary responsibilities and activities in this profession? What are typical career paths in this profession? What are criteria and milestones for advancement/success in the profession of consulting? What opportunities for entrepreneurship are there in this profession? What is the typical communication load in this profession? a. With whom does someone in this profession typically communicate in order to do good work? b. What types of information are needed to do good work? c. What four or five communication channels are used most often? d. What are the major challenges regarding communication given the answers to a, b, and c? and Upon retirement, at an early age, I would like to begin a field in the business sector. I was in business administration in college and education. I have published educational material (books), won many innovative, motivational awards and am interested in how to get started in this business.

Answer

A short answer for a long question. There are three books you must read if you are considering consulting as a profession. Flawless Consulting by Peter Block clearly explains the technical steps in consulting. The Consultant's Calling by Geoffrey Bellman provides you with the human side of consulting. And my book, The Business of Consulting, spells out the business aspects of the profession. Read all three to give you a well-rounded perspective. All of your questions will be answered.