The “how” behind the “what” is usually what most consultants miss when working with customers. When navigating a new or growing industry, being able to provide clarity or some semblance of operational know-how pushes your credibility beyond just a “Bob” to a trusted adviser.
I consider this “driving to the tangible”. If I can’t touch, feel, smell, or see what you’re talking about then I’m not buying it. I push my team to give specific advice to their customers rather than giving the typical consulting response of “depends”.
In any interview I conduct, I look for someone who can give me a project plan off the top of their head – figure out the “how” behind the “what” they just presented against.
Don’t be a Bob.