I have been very lucky to be enrolled in a 6-month bespoke training programme with my colleagues to develop our consultancy mindset. Designed and delivered by our facilitators Carol Daniels and Tony Nicholls from the amazing team at Mayvin, it has given me some profound insight into the frameworks and techniques that up to now I have always misunderstood or not quite grasped.

One very interesting aspect of the role of the consultant was demonstrated by Tony in our classroom setting where he laid three pieces of paper out across the floor like three points on a giant triangle in this order:

• expert

• pair of helping hands

• collaborative partner

I now know it is based on a model articulated by the author Peter Block in his book '“Flawless Consulting”, but on that grey morning in a classroom, we stood as a group in a large circle and pondered those words and phrases before discussing their relevance and our interpretation of them. The exercise was to tease out what these meant to us as individuals, and as a group on the same team.

Tony went on to describe what it means to be a consultant who is regarded as either the '“expert” or indeed the “helping pair of hands”, and in doing so we quickly realised two things:

• That our interactions with clients generally fell somewhere on the spectrum between the ‘expert’ and the ‘pair of hands’ as we interacted with those stakeholders.

• Although this was not necessarily a bad thing because every relationship has a different purpose, it did mean the ‘power’ (for want of a better word here!) within the relationship between client and consultant was more often held by the client.

And if consultancy is your business, that’s not a great position to be in!

However, when we explored the dynamic of a ‘Collaborative Partner’ style of relationship, that power was more evenly distributed between consultant and client.

We know that consulting is all about helping clients achieve their goals and objectives. But this insight raised a simple question for our group: how do we move those relationships (both current and new ones) further in the direction of that other point in the triangle towards a collaborative partnership? In other words, how can we as consultants best work with clients to develop effective solutions that meet their unique needs?

One approach is to adopt a collaborative partner consulting style.

Collaborative partner consultants work closely with clients throughout the consultancy cycle. They involve clients in the process and work with them to develop solutions that are tailored to their specific needs. This approach is often more effective than a directive approach, where consultants dictate what needs to be done.

Collaborative partner consulting requires strong communication and interpersonal skills. Consultants must build trust and establish a good working relationship with clients. They must also be skilled in facilitating group discussions and problem-solving sessions to encourage client participation.

There are several key ways that collaborative partner consultants involve clients in the consulting process:

1. Identify Goals and Expectations: During the initial contact stage, collaborative partner consultants work with clients to identify their goals and expectations. By gaining permission and setting out clearly contracted parameters, this helps establish a clear understanding of what the client wants to achieve and what success looks like.

2. Involve Clients in Data Collection: During the discovery stage, collaborative partner consultants involve clients in data collection. This can include conducting interviews, surveys, and focus groups to gather insights from key stakeholders.

3. Seek Input and Feedback: During the recommendations and implementation stages, collaborative partner consultants seek input and feedback from clients. This helps ensure that proposed solutions meet the client's unique needs and are more likely to be effective.

4. Maintain Ongoing Contact: Collaborative partner consultants maintain ongoing contact with clients to ensure that the solutions implemented are working as expected. They also address any concerns or challenges that arise.

The collaborative partner consulting approach is often beneficial when clients want to be active participants in the consulting process. It can lead to more effective solutions, as clients take ownership of the proposed changes and are invested in their success.

To learn more about collaborative partner consulting and other consulting styles, check out the following articles:

• How To Be A Collaborative Partner (And An Independent Pioneer) | David K Williams

• McKinsey & Company: Improving the management of complex business partnerships

• Karl Wiegers | Modes of Consulting: What’s Your Preference?

What became clear to me as we explored these consultancy modes, is that collaborative partner consulting is a valuable approach for consultants who want to work closely with clients to develop effective solutions.

By involving clients in the process and seeking their input and feedback, consultants can develop solutions that meet their unique needs and are more likely to succeed. What a great foundation on which to build a fruitful and rewarding client relationship.