Eric P. Butts

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3 Tips For Students Transitioning to Management Consulting

I am frequently asked what advice I would give students looking to get into consulting.  My answer remains the same whether the student is in undergraduate school or business school. The first thing you have to remember is obtaining a job is more about the people interaction than anything else, unless you work in a highly technical field. The people emphasis is exponentially more important in consulting.
In fact, you will likely hear people talk about how this is a “people business” at least 600 times as you go through the process of pursuing a consulting opportunity. In the spirit of full disclosure, I should also warn you that the people aspect becomes the primary way of managing your career once you join a consulting firm. If people do not want to work with you, it doesn’t matter where you went to school or how smart you are – your stint in consulting will be short-lived if you don’t understand how to manage and navigate people.

That being said, let me explain a few of the key ways you can show your saavy in effectively handling people and their different personalities. Some of these may seem like a “nice to have,” but these behaviors need to be the baseline for you to even have a chance to be considered as a viable candidate.

1. Show Up

Always Show Up

If there is a firm that you are serious about pursuing you need to show up at every event.  Every time a firm visits campus or has a job fair, you need to be there.  If there is a coffee chat or some other off-site activity, you need to be there.  If they offer some sort of mentor or buddy program, you need to sign up for that, too.  I think you can see a pattern here.  There are several reasons why you need to do this.

First, it gives you a chance to meet people that work at the firm, and the more positive impressions you can make, the better.  Please not that it’s not just the senior partners that will influence your fate.  Think about it this way, if you were choosing between two comparable people on paper for a job opening and you already knew you enjoyed being around one of the two people, which one would YOU choose for the job?

Reason for the “airport test”

When I was interviewing for my current position, I had multiple people explain to me the importance of the “airport test.” This is when an interviewer is imply looking to determine if they would want to be stuck in an airport with a candidate. Sounds simple, but this test is the reason that many people don’t receive consulting offers form their target firms. I can’t emphasize enough that if you are not able to connect with people around you, establishing credibility as a potential consultant will be impossible.

Secondly, so many people apply to consulting firms every year but don’t show the right level of follow-through. Simply by showing up to every event and putting a face to your name, you can differentiate yourself from many peers pursuing the same positions.

This is a “gimme.” Please don’t mess this up.

2. Be a Problem Solver

Always have a solution

 Consultants are professional problem solvers. Clients hire us because their problems were too challenging to solve on their own.  If you can demonstrate that you already have a history of strategizing and executing solutions/plans then you’re already ahead of the game. For, example, let’s say you organized a fundraiser from conception to execution in order to reach a specific monetary goal. This shows me two things: 1) you have a vision and 2) you know how to follow-through on that vision to achieve the desired outcome.  These two skills are invaluable to a consultant.


3. Speak With Confidence
Everyone recruiting for consulting positions assumes that the way you speak to him/her is the way you will speak to a client. Clients hire consultants to be experts who can resolve complex issues. The last thing a client wants to feel is that you don’t even believe in what you’re doing.  If you have a well thought-out perspective based on facts, you should deliver it with confidence. Don’t get nervous about the “right” answer as there is rarely a single solution to address a particular issue. If the client (or interviewer) disagrees with your conclusion you be comfortable explaining your assumptions and collaborate to come up with a suitable approach to reach the desired outcome.  If you come undone or fold every time a suggestion of yours is challenged, you will come off as indecisive, or worse, not knowledgeable. Many times, a question really is just to make sure your points are understood, not to imply that you done something incorrectly.

Focusing on these three points will get you a long in obtaining that consulting offer that many people strive for. Feel free to add other good advice from your experience or more specific questions on making this transition in the comments.

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4 Little Known Things Management Consultants Obsess Over

I’ve been in Management Consulting for going on three years now, and it’s a different world than what I experienced after spending the first 7 years of corporate life working in industry.  There are many “important” differences deserving of the spotlight, but for this post I’m going to share the secrets on what we consultants talk about on a regular basis. A consultant’s life revolves around a handful of things that you might not expect.
To be honest, the frequency with which these things come up in conversations borders on the ridiculous.

You would think that after a few years doing this that people would find something else to talk about, but that is not the case. If you are lucky enough to standout in one of these areas, you will definitely earn the respect of your peers.

1. Computer Bags
One of the first things I learned after getting into this job where travel is the rule rather than the exception is that nobody EVER uses the firm-issued computer bag. That may be a bit of an exaggeration, but I’ve met a lot of people on this job and I can remember only one person that was still using the bag they were given at orientation.

While not using the default bag as your mobile office is of the highest importance, it is a not decision that should be rushed and taken lightly. Judgements inevitably will be made based on the bag that you choose.  For example, the first manager I worked for in consulting opted for the Swiss Army backpack. This says “function over style” to everyone with whom he comes into contact. Basic yet durable. And if I had to choose a colleague that I thought would give me the best chance to live in a “survival situation” it would be that guy simple because of the bag he choose.  In my mind Swiss Army = Eagle Scout = most likely to know what to do stranded on a deserted island. To quote Charles Barkley, “I may be wrong, but I doubt it.”

Very Professional

On the other hand, you have the type that goes with the brown leather briefcase that must be carried by hand.  This says, “I want people to look at this bag and know how professional I am.” The brown color seems to be just to draw attention but to be fair, this may be what’s fashionable these days. As for the briefcase style, when you’re on the move this much, why else would you choose a big requiring you to have a hand occupied at all times. Not practical at all and results if you asking people if they can help hold or carry things way more often than you should… You can make your own conclusions.

I personally chose the Briggs & Riley bag below. The backpack design allows me to be hands-free, and distributes weight across more of the body, which must be good for the back. I haven’t seen the research on this, but I’m sure it’s out there…  This particular bag is TSA friendly (quick-release butterfly flap so that I don’t have to remove my laptop from the bag for the x-ray), which is a big win when you’re going through airport security twice a week.  So if the “very professional” guy wants to claim this is juvenile, I’m ok with that, because I’m not the one that will be paying outlandish chiropractor bills down the road.

Before
After (a few trips across the pond later…)
2. Hotel Points

3000 SPG Points in one shot is nothing to sneeze at

Most people don’t stay in hotels often enough to even notice the hotel points you accumulate and the various offers that hotels make in order to improve their position in a highly competitive market. That being said, believe me when I tell you that consultants take their hotel points very seriously. This is how are able to go on vacation at a reasonable cost and somewhat rationalize being away from our families an absurd amount of time.

To give you an idea of how real this is, I worked with a guy who would check-out of his hotel every night and check into another hotel within the same group of hotels to accrue more “stays” and accelerate his progress to the highest hotel status.

There’s not much worse than the feeling I get when I find there is a double points promotion that I missed, while my colleagues are basking in the glory of double or triple rewards points.

Luckily, I know how to play the game much better now, which basically just means I have to read every single email that comes through from SPG, but it’s worth it.

3. Frequent Flyer Miles
Consultants love frequent flyer miles almost as much as they love hotel points. The thing with frequent flyer miles it that airlines don’t negotiate, and depending on where you live, you don’t have much say which airline you’re flying on in the first place. Still, will I throw it out there that I just got 3 tickets to LA for nothing and still have more miles left than I can do anything with at the moment or how I got upgraded to first class this morning? Absolutely.

Frequent flyer miles are battle scars for consultants – I worked with a Senior Manager that had over 1 million miles remaining. That’s what I call battle tested.

4. The Holy Grail
Anyone who travels knows that the worst part of the travel is getting through security. This little gem is a new development in airline security and essentially allows you to walk right through the airport because you’re the man (or woman).

TSA Pre can be found right now in only 16 airports, and even then it is only with select participating airlines.  Once you have this on your resume, you can officially say you’ve “made it” as a consultant.