A good answer to the “why consult” question in the interview. I've been thinking about it a lot and there are three main reasons. First of all, the opportunity to work on truly challenging business problems. Secondly, the opportunity to work closely with talented colleagues.
And, thirdly, the variety of jobs he does as a consultant. Research indicates that 70 to 80% of “homework” is done before prospective clients contact consultants to discuss support. A recent study by Source Global Research (specializing in professional services research) mentions that less than half of all consulting contracts seem to generate value that exceeds the fees paid. If the consultant is asked that question more often, the potential client still doesn't consider you the go-to expert and it's best to reflect a little.
Being asked why we should hire you is a symptom of a lack of trust in you or in your consultancy (or in consulting in general). The most requested expert consultancies receive invitations and ask customers “the question of why” to (un) qualify the support request. I had the privilege of achieving global visibility as a consulting leader and, as a result, I never had to sell, persuade, or negotiate. The question why is a symptom of a lack of trust in the consultant's experience in solving the client's problem.
