I DON'T Have a Guy

"I'll figure out how to solve your problem." 

"I'll figure out how to fill the need that you have." 

"I have a guy, or may know a guy" 

These are the thoughts that automatically go through a consultant's head no matter what comes out of a client's mouth. 

When you are at a big firm, these thoughts are generally valid because of breadth, scale, and talent. Although if a client is looking for a subject matter expert on carbon black sourcing in Brazil, that may be a bit of a stretch. 

When you are part of a small firm, you start to get a little creative by trying to make the problem fit what you have on your utility belt. 

If your client needs a Phillips screwdriver, by God you are going to paint the hammer you have to look like a Phillips screwdriver! 

There are a lot of consultants out there that believe that they can solve any client's problem. And believe me, there are a lot of them that will definitely figure it out even if they don't have a clue in the beginning. That's the nature of any good consultant.

But there is nothing wrong with saying, "I don't think that we can help," or "I DON'T think we have anyone... I've read about another firm that may be more suited." 

It's at that point you've put the client's needs ahead of your own which is a much better place to be.