Forming a Consulting Mindset

By Elaine Biech and Halelly Azulay, creators of the Building Your Successful Consulting Business online course.

Is mindset becoming an overused word? In just the past month we’ve received emails and read articles titled “Your Longevity Mindset,” “Six Problem-Solving Mindsets,” “7 Mindsets that Will Radically Improve Your Life,” and “Your Author Mindset.” Overused? We don’t think so – especially for consultants. Your mindset is key to your consulting success. Consultants require a mindset that is entrepreneurial, positive, and self-assured. You can develop a mindset that is conducive to consulting.

What is Mindset?

Mindset is about how you view, interpret, and respond to your environment and the activity that surrounds you. Generally, we all have developed mindsets that are uniquely our own based on our past experiences. Your mindset is yours and yours alone. You have used it to navigate the world in which you live. Because your mindset is a part of who you are, it is difficult to change unless you are positive that you can change.

In its simplest form, a consultant’s mindset is thinking positively. Positive thinking is powerful, in fact one of our favorite books is The Power of Positive Thinking by Norman V. Peale. But it isn’t just thinking optimistically; it takes work. It isn’t simple because if it was, there would be a lot more positive-thinking successful people in the world. Having the right mindset is important – no – it’s CRITICAL to a consultant’s success. Ryan Gottfredson, a mindset thought leader, says that there is a correlation between consultants’ mindsets and financial success.

How can You Develop Your Mindset?

Consultants must believe in themselves – truly believe that they can do what they set out to do. Even more important, consultants must believe that they can change who they are today. What steps can you take to develop your mindset? Consider these small steps to start.

• Practice affirmations. Our brains believe what we put in them. Affirmations are written in the present tense. You will have a greater chance for being a successful consultant if you tell yourself, “I am a successful consultant.” Elaine used this type of affirmation to break out of the rut of rural Wisconsin. This is an example of how you can use your brain to become who you want to be.
• Find the right community. Many believe that you are the average of the five people you spend the most time with. Look at the people you hang around with the most. Do they exhibit the mindset that will lead you to being a successful consultant? What perspectives, ideas, values, and beliefs do your colleagues need to exhibit? What will help you be a successful consultant?
• View challenges as opportunities. You must be your own best cheerleader. You must believe that whatever challenge you face is simply another opportunity for growth. Consultants face many challenges: your best client company was bought; your subcontractor quit; you owe $60K in back taxes; a pandemic breaks out. Consultants need to be comfortable taking risks to grow. Paulo Coelho wrote, “Impossible is just an opinion.” Be ready to change any “impossible” opinions to “yes I can!” beliefs.
• Stand out. It is natural to want to be like others. It’s called the herd mentality. It describes how we are influenced by our peers to do what others do based on emotional beliefs – not rational beliefs. But to be successful you will find yourself needing to break from the herd occasionally and examine the facts and data. Make a statement that may not always be what everyone else believes.
• Believe in abundance. There is plenty of work for all consultants. Find ways to appreciate what you have and share with others. Celebrate others’ successes. Share names of other consultants with potential clients. It’s all about win-win. There is magic in the universe and the more we give the more we get back. The opposite of an abundance mindset is a scarcity mindset, and this will lead you to hoard projects and information. An abundance mindset is important for consultants because most of us depend on each other for leads, knowledge, and support. Be a giver. Amazing things will happen.
• Find focus. Are you able to focus on individual tasks that will lead you to your goals? As a consultant you will have a thousand things on your mind and a hundred actions you need to do. There are a couple of components that are required to find focus. First you need to be able to set and achieve challenging goals. Second, you need to prevent procrastination and distractions from taking over your time. Third, you need to be disciplined, allotting time to accomplish what is necessary. In today’s busy and overwhelming world this can be difficult.

These are just a few steps that you can take to develop your consultant mindset. Yes, the word mindset may seem to be overused. Then again, perhaps it is overused because it is so important. We know that the right mindset is critical for consultant success. What have you done to develop a consulting mindset? 

Mindset Tip for the Consummate Consultant

Need help to work on your mindset? Find a mentor or coach who will challenge you to believe in yourself. Be sure to tell them what you think you need to change. Ask for suggestions and support and then begin to develop that mindset that will lead to your consulting success.

About the Authors

Elaine Biech and Halelly Azulay are successful consultants with a combined 50 years of experience. Both are leaders in the talent development field, volunteers for ATD, and mentors and coaches for new consultants. They are the creators of the online course: Building Your Successful Consulting Business. Elaine, ATD’s 2020 Distinguished Contribution recipient, has published 85 books, including two classics for consultants: The New Business of Consulting and The New Consultant’s Quick Start Guide. Halelly produces and hosts The TalentGrow Show podcast where she interviews legends such as Daniel Pink, Beverly Kaye, Jim Kouzes, Dorie Clark, and others.

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