Consultant and influence

A consultant, by definition, has to enjoy "influence" because hehas no formal power. He can act in many different roles as anexpert, innovator, streamliner, change agent, therapist, sparringpartner, entertainer or even confessor but, in the end, he has torely on his capability to convince. Techniques may differsubstantially but always depend on the same result: the client mustultimately have the feeling that the consultant assisted ineffectively solving his problems. Herman Holtz, in his study, "TheConcise Guide to Becoming an Independent Consultant" says, "Thereis no single success in consulting. Consulting is a mix of manyskills and functions". If successful, it means that influence ispart of the game!

Repeat business is important for a consultant. This realitycauses many consultants to feel they are under pressure and notcompletely free to give their opinions, because they need clientsto sustain their businesses. Nevertheless, the good ones have noproblem in getting clients, keeping them and maintaining theirindependence. They have so much influence that it almost nearsformal power. That means that the excellent consultant has aspecial responsibility maintaining his integrity and not misusinghis power.

Influence and power

"Power is a latent resource, which must be unleashed by otherprocesses. The key unleashing process is influence, which usesinterpersonal and social skills to make others voluntarily changetheir attitudes. Influence is a much less visible process thannaked power - by its very nature, it is indirect and subtle. Otherpeople will not even be aware that you are using it. Providing theaction is done voluntarily, it will commit the target", says MaryBragg in her book, "Reinventing Influence". The six principles ofinfluence are:

1. Contrast

2. Historical commitments and consistency

3. Scarcity value

4. Social proof

5. Liking and integration

6. Emotion

The first three principles relate to how we frame or see things.The last three relate to how the actions of others influence us.Each experienced consultant will recognize that all theseprinciples make sense, but will they remain is the question. WillE-business change or even destroy…