Does a PM consultant need to be a master communicator? The answer will always be 'yes.' If 'master' seems a bit strong, then consider at the very least we must be very good communicators with our clients. We must have this skill for several key reasons which I will address in this article.
We have the tech geek stereotype view of IT consultants. And if you're a technical consulting project manager, you're no different. And usually that doesn't lend itself well to the well-groomed communicator and customer facing resource that you would like to see engaging an important customer. Does the consultant need to be a master of communication with excellent customer facing skills in this day and age? Definitely.
Why does the IT consultant need to be an excellent communicator? Because there are some things that he needs to do in order to lock the consulting engagement in, get it off on the right foot, and keep the project going strong and in the right direction. All of these involve communication with the customer and all involve confident and aggressive action centered around communication. Let's look at each of these...
'Selling' the engagement
From the very first time you engage the potential client your goal is to 'sell' the engagement. You look for clues from the customer that might tell you their overall interest level in what you have to offer, the amount of money they might be willing to spend on an engagement, and how committed they are in general to moving forward with the project. You gather this information and it all becomes inputs into how you sell yourself to win the consulting engagement. Any visual or audible signs that they have concerns in a specific area are your cue to bolster that area and alleviate those concerns when it comes time to bid the project. You layout how you're going to manage the engagement in a detailed project schedule and share it with them using a collaboration and viewing tool like Seavus Project Viewer. However, if you're not a good communicator it will be difficult to both recognize those customer cues and respond to them successful in a bid to win the consulting engagement.
Establishing requirements
If you manage to bring this potential client on as an actual client, the communication process doesn't get any easier. You must then put your communications skills to work identifying the best detailed requirements possible - with the help of the customer. Requirements are the lifeblood of any project and poorly communicated and documented requirements will nearly always result in a failed project and a dissatisfied customer and end user community. Good and thorough communication during the requirements definition and planning phase of the engagement is extremely critical to getting the project off on the right foot and on the path toward success.
Providing status updates