1. THE CONSULTANT
Robin Walker
Banker & Business Consultant
University of Westminster
4 June 2014

2. Relevance to Westminster
University Degrees
• Being a consultant while searching for full time
work during current recession
• Consultancy suits some professionals as a
career
• Consultancy suits certain periods during a
career

3. What is a consultant
“An Executive with specialist knowledge
who sells knowledge/skills to different
organizations”
Independent services to meet variety of
client needs in exchange for MONEY”
Sole Trader-Legal Entity-Partnership-
Associates

4. History of Consultancy
• Pre1990s
Small Office, secretary, typewriter, filing cabinet,
telephone
• 1990s
Mobile phone, message services, laptop, email, website,
search engines
• 2000s
Virtual working, hoteling, new technology gizmos

5. Essential Skills of a Consultant
• Understanding people
• Ability to communicate
• Stability of behaviour and action
• Think outside the box

6. Focus on consulting to:
- smaller companies
- units of SMEs
• Employing 10 to 30 Staff
• Typically with a vertical management
structure
• One or two managers making all
hiring decisions

7. Career Path
• Aged 22 to 28 Banker London & Paris
• 29 to 36 Manager/Owner of Small Business
• 37 to 50 Banker: Advising Cos on Junior Stock Markets
• 50 to 64 Consultant to Smaller Cos & Entrepreneurs
• 62 to 63 Westminster Uni Business Psychology Degree
• 65+ Business Advisor(no fees) Volunteer, Charity Work

8. What services to offer? By HR and
business psychology graduates
• Advice on Employment practice & law
For example
- Employment contracts
- Annual Reviews
- Training / Holidays / Sickness
- Complaints Procedures / Redundancy

9. Action Plan
• Getting Started
• Getting Clients
• Being Paid
• Being Organised

10. Getting Started
• Strength and Weakness
• Vision, Key results areas
• Goals

11. Getting Clients
• Marketing
• Networking
• Contracts-long term, short term, renewal

12. Getting Paid
• Realistic pricing
• Regular income
• Negotiating pay
rises
• Low rates dependant
on Co performance
plus bonus
• Share Options
• Directorships non-
exec roles

13. Getting Organised
• Personal time management
• Client management
• Project management

14. Communication with the Client
• Reports
• Phone
• Email
• Preparation and anticipation

15. Relationship with Client
• Remember who signs your cheque
• Business dress and style [??]
• After hours socialising
• Time per client management
• Flexibility