Networking in consulting

Networking is difficult for new consultants. They don't know how to do it except asking for awkward coffee chats. Let's discuss what you can do instead.

Aaargh! Why doesn't he give up?

I've got him tight in the North-South choke - the only jiu-jitsu move I learned well.

But this guy was tough! He didn't want to tap out.

That's how I met Marcos.

He was from Mexico and moved to Australia with his wife a few months ago. He was quite shy and reserved, but grappling (wrestling) with him revealed his strong character.

We became good friends.

That's what I needed.

I was quite lonely in the new city while working on a long out-of-town project, so I decided to take jiu-jitsu classes.

There was an unexpected benefit.

Apparently, when you fight with people, you learn a lot about who they really are. You spot like-minded people and connect fast.

This experience taught me a valuable lesson.

You get to know people really well when you share intense experiences.

Obviously, you can't fight with partners. Although, sometimes, I wish I could.

That is why you must position yourself so partners can see you at work and be impressed. Coffee chats won’t help you do that. That is why you must leverage project work and beach assignments.

Let's break down some effective strategies:

1. Focus on depth instead of breadth

Typically, junior consultants try to expand their network as much as possible.

They send lots of emails and requests for coffee chats.

The wider, the better.

But, they spread their average or negative reputation too far and too fast.

Instead, take it slower and focus on the quality of your work.

You want to impress and stand out. Make working with you a memorable experience.

I know, it sounds too obvious.

But many consultants miss these opportunities by doing a half-a** job. They don't understand how much damage this causes them.

2. Use your beach work purposefully

Consultants hate beach work. I get it. I hated it as well.

I thought that beach work was a useless chore with no value for me.

And the best way to build strong networks is to do project work.

Duh! Thank you, Captain Obvious.

But, it’s not always available, especially for new consultants.

Then, the beach work is the second best option (again, not coffee chats; you probably get it; I hate them).

But don’t do it like an annoying chore.

Approach it as a unique opportunity.

You can still do meaningful work. And you can stand out and impress. Yes, it’s harder on beach assignments, but not impossible.

In a couple of months, you will have worked with 3 to 4 leadership teams, which is already a significant network.

But again, I can't say it enough: make sure you impress partners.

3. Work with people you click with

Again, consultants spend a lot of effort on networking with new leaders.

But, retaining existing connections is much easier than building new ones.

You don’t need a large network. You need a few partners who truly support you.

Consulting is people's business.

If you find these people, you will be successful and happy.

Stick with them.

Even if you're not working together anymore, stay in touch.

Send useful messages, ask how they're doing, and update them on your key milestones and successes.

If you stay top of mind, they will consider you for staffing opportunities or recommend you to others.

Remember, the main condition for success in consulting is the ability to work well and stand out from the crowd. Networking is no different - it's about quality, not quantity.

So, next time you're tempted to send that coffee chat request, ask yourself: Is there a more meaningful way I can connect with this partner?

After all, you never know when you might find your next Marcos - a connection forged through shared experiences rather than a lukewarm latte and small talk.

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The consulting journey is complex and treacherous. Walking it alone is extremely difficult.

That is why I developed my coaching program for lateral hires. I help them achieve high performance and become successful and confident consultants.

If you are an MBB consultant and sick of struggling with performance and development, I want to speak with you.

Book a Free 1-1 Consultation to discuss whether I can help you through my coaching program. There is no commitment, and you can ask any burning questions in a risk-free environment.

Read this post to learn more about the Hero’s Journey coaching program.

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P.S.

P.S.: Here is a photo of me with my coaches, looking happy that I earned my first stripe (one of four to get a blue belt, three more belts to a black one, or at least ten years of training to go, hahaha).

I just realized I never took a picture with Marcos. Such a pity.

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