Are You Guilty of Using the Mafia Method of Consulting?

We have a cat. Her name is Julie. She is the best mouser I know. The problem is, she only likes to eat the head. She brings the headless mouse bodies inside the house for us to dispose of.

My daughter calls Julie the Mafia Cat … because she leaves unidentifiable headless bodies behind.

It reminds me of some of the consultants I’ve run across. Actually, some of us who now run successful consulting businesses started out that way but have since reformed.

I’ve coined the term “Mafia Method.”

Here is a definition of the Mafia Method:
• Identifying a victim, i.e., finding a customer;
• moving in for the kill, i.e., closing the deal;
• executing the victim, i.e., doing a terrible job that causes often
irreparable damage to the client’s business; and
• disappearing forever, i.e., not returning customers’ phone calls or
following through on commitments.

Everyone knows that these types of consultants are out there, and every business owner fears that they will end up hiring someone like that.

Most of us have done our time and have learned to do it right. Either we got caught and had to pay for the mistakes we’ve made, or we suffered enough pain (not winning new projects, getting a bad reputation, etc.) that caused us to make better choices when dealing with customers.

Craigslist tells lots of Mafia Method stories. Here is a recent one: A small company hired a consultant to set up a wireless network. The network doesn’t work and the consultant is not returning calls. The customer is posting a very cautious note on Craigslist hoping to find someone more competent who can resuscitate the dead bodies (in this case unhappy computers).

Here is a Mafia Method story from my own archives: One of my clients was looking for start-up funding and hired an investment banker. Although my client thought they’d made it absolutely clear that the project was very time sensitive, the investment banker went on vacation to China the day after the papers were signed and an upfront fee was paid. He was unreachable for six weeks. Couldn’t he have mentioned his trip before my client made a huge commitment that caused lots of unnecessary stress and worry, resulting in a business relationship that lacked trust and ease?

If you are a new consultant, there are a few things that you can do to assure that you’ll never be accused of using the Mafia Method. Below is a short list to get you started.

Represent yourself realistically. No one expects you to be an instant expert. Everyone has to go through their learning curve. Let your clients know if you are just starting out. You may end up not getting the big bucks for your first few assignments, but you can create a situation that allows you to gather expertise and keep the client happy. As long as you work hand-in-hand with your clients and solve unexpected issues and hurdles, they will stick with you.

Make a commitment. Many professionals who have been victims of downsizing, age-discrimination, company closures, or (something) call themselves consultants until they find their next employment. While that’s okay, it works much better to make a fundamental decision to establish a successful consulting practice. Either look for a job or establish yourself as a consultant.

Be an expert at something. Know your stuff. Continue to educate yourself. Network with peers, read books, attend workshops.

Create a name for yourself. Clients always feel more comfortable if their consultant is known in the industry. Write five or six articles. Post them in articles directories, try to get them published in a magazine or newspaper, and use them in your marketing. Do some public speaking. Start a short and informative newsletter.

Have good communication skills. To be a good consultant means that you know how to listen. Some of the experts say that consultants should listen 80% of the time and only talk 20% of the time. If you ask questions and listen, the client will not only tell you the problem but most likely also give you enough project history that allows you to begin building a solution.

Under-promise and over-deliver. Be cautious about what you promise. Whatever you promise the client, make sure you can deliver that and more. Be very clear what you commit to. If you commit to a deadline, stick to it. If you can’t, inform the client in writing (email or letter), explaining what makes it impossible to meet the deadline and giving a new schedule. If you must change one of your commitments, compensate the client by adding something that is of value to them. Maybe a couple of hours of free consulting, an added feature without additional cost. Use your imagination.

Learn and practice good business skills. That includes signing nondisclosure agreements when appropriate, preparing professional proposals, communicating clearly and in writing with your clients, recording a professional voicemail message on your phone, and dressing appropriately when meeting with clients.

Learn the Business of Consulting. Consulting is an industry. When you start your consulting business, you not only have to be proficient in your area of expertise, you also have to learn what works and what doesn’t work in the business of consulting.

Being a consultant can be fun, satisfying and rewarding. Both for you and your clients.

©2008 Copyright Hannah Martine