P R O F E S S I O N A L

ATTRIBUTES OF
M A N A G E M E N T
C O N S U L T A N T S
By:
Camalon, Keren
Dagu-ob, Honesty
Skills a management consultant must possess:

1. Technical skills
2. Interpersonal skills
3. Consulting process skills
I. TECHNICAL SKILLS
Education Requirements

A. Technical Training
A.1. Length of Education
A.2. Type of Education
B. Common Core Requirements
B.1. Communications
B.2. Mathematics and Statistics
B.3. Computer data processing
II. INTERPERSONAL SKILLS

1. Intelligence or capacity for 6. Courage

logical thinking and reasoning.
7. Ambition
2. Integrity 8. Psychological Maturity
3. Objectivity 9. Physiological equilibrium

4. Understanding of people 10. Relationship-building skills

(human relations; empathy)
5. Judgment
10. Relationship-building skills
a. Build rapport and trust f. Use information to make a
with the client case for a particular course
b. Question effectively of action

c. Communicate ideas and g. Develop selling strategies

succinctly and precisely h. Work effectively as a
d. Negotiate objectives and member of a team
outcomes i. Listen effectively
e. Convince through verbal, j. Demonstrate leadership
written and visual mediums
10. Relationship-building skills

Common Barriers to Effective Communication

Between the Client and the Consultant
a. Know-It-All Attitude and/or prejudice of some
personnel of the client
b. Inability to understand technical language
c. Inadequate background or knowledge
d. Resistance to change
e. Information overload
II. INTERPERSONAL SKILLS

1. Intelligence or capacity for 6. Courage

logical thinking and reasoning.
7. Ambition
2. Integrity 8. Psychological Maturity
3. Objectivity 9. Physiological equilibrium

4. Understanding of people 10. Relationship-building skills

(human relations; empathy) 11. Project Management Skills
5. Judgment
 11. Project Management Skills

a. Define objectives and outcomes

b. Develop formal plans
c. Sequence and prioritize tasks
d. Manage the financial resources that are to be invested in the
consulting project
e. Recognize the human expertise necessary to deliver the
project
f. Manage personal time
II. INTERPERSONAL SKILLS

1. Intelligence or capacity for 6. Courage

logical thinking and reasoning.
7. Ambition
2. Integrity 8. Psychological Maturity
3. Objectivity 9. Physiological equilibrium

4. Understanding of people 10. Relationship-building skills

(human relations; empathy) 11. Project Management Skills
5. Judgment 12. Analysis skills
 11. Analysis Skills
a. Identify what information is available in a particular situation
b. Identify what information is needed in a particular situation
c. Identify the important relationships within it
d. Draw meaning from that information and use it to support decision-making
e. Recognize the business’s profile of strengths, weaknesses and capabilities
f. Recognize the opportunities and challenges the environment offers the business
g. Assess the business’s financial situation
h. Evaluate the business’s markets and how they are developing
i. Assess the business’s internal conditions
j. Analyze the way in which decision-making occurs within the business
III. CONSULTING PROCESS SKILLS

1. Problem definition phase

2. Identification of Alternative Solutions

3. Selection of the most desirable alternative

4. Presentation

5. Implementation phase
 END

Thank you!
QUIZ
True or False

– 1. When dealing with clients or client

employees who have varied
backgrounds and expertise, audience
analysis is essential to consultants. true
True or False

2. A project in which task order and

priority have been well defined will be
delivered in a shorter time and at a
higher cost. false
True or False

3. Information on its own is enough to

draw conclusions. false
True or False

4. A relaxed management is more

effective, engenders confidence and
makes learning easier and much more
enjoyable. true
True or False

5. A consultant must be aware that

disappointment in consultancy results
more from unclear expectations than
from poor outcomes. true
True or False

6. Psychological equilibrium is needed by

the consultant to support his/her
intellectual and emotional activities, to
withstand pressure and frustration, and
to avoid physical illness. false
True or False

7. An ability to identify, process, and draw

meaning from available relevant
information as a basis for decision making
is a manifestation of a consultant’s
analysis skills. true
Identification

1. It is a course of action specified in

order to achieve a certain objective. plan
Identification

2. This involves a detached and reflective

consideration of what the information
means and what, in consequence, is the
best option for the business. Private
aspect
Identification

3. These include personal attributes that

make an individual amiable among
people and effective in accomplishing
desirable objectives through people.
Interpersonal skills
Identification

4. This refers to the management

consultancy’s ability and reasoning power
to arrive at a wise decision, a course of
action or a conclusion. judgment
Identification

5. This demands using information to

make the case for a particular course of
action, to advocate particular options, to
convince others of the correctness of that
course and to meet the objections. Public
aspect
Identification

6. This phase has the purpose of putting

the detailed plan into operation and
should be the least difficult to do if the
previous phases have been performed
well. Implementation phase
Identification
7. 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. Psychological
maturity
Identification

8. These include both understanding and

experience in a technical discipline.
Technical skills
Identification

9. This is extremely important because it

allows consultants to understand the
circumstances surrounding the
communication situation and the pitfalls
that may affect it. Diagnostic ability
Identification

10. It is an ability to focus and direct

individuals in an organization in a way
that brings the whole organization
benefits. leadership
Enumeration

1-5 Give the Common Barriers to Effective

Communication Between the Client and
the Consultant.
Enumeration

6-10 Give the Consulting Process Areas.

Enumeration

11-13 Give the 3 Broad Areas of Skills a

Management Consultant must possess