Last week, I was a guest speaker at a pizza session hosted by the successful Dutch Microsoft Dynamics 365 partner Blisss in Nijmegen. With a group of 25 consultants we spoke about the profession and what the near future of their roles will look like.

Many existing clients are eager to get more out of their ERP investment. But they often don't know how to approach this. That's precisely where consultants can make a difference! It starts with courage. To ask sharp questions. And not to be satisfied with the first answers. But to keep asking. To discover the true need behind the question.

In that process, many ERP clients need a sparring partner type more than just a regular consultant who does exactly what they're told. But that's easier said than done, of course! Especially if you haven't logged many hours yet. And especially if you also have to act at the executive level for your client. Learning to ask good questions (and dare to ask them!) is a crucial step in this process.

Staying ahead of AI

AI is expected to take over many repetitive tasks from consultants. The interesting question then is which areas consultants should focus on to remain relevant and valuable. Inspiring, connecting and daring to spar are, in my opinion, areas where the human factor will remain paramount for the time being.

We had good conversations together, gained new insights, did some valuable exercises, and luckily, we even had a few laughs together.

And oh yes – the pizzas tasted delicious!

What was the feedback?

This is what personnel manager Ruben Jansen said afterward:

"Guus showed us how you can grow as a consultant into a true trusted advisor. And how that can make a difference.

You don't achieve real impact by simply answering the question. But rather by working with your client to uncover the core of the problem.

In times where AI will partially take over the role of the regular consultant, the trusted advisor can always offer the distinctive edge by listening, asking questions, and connecting.

Guus's energy, sharp insights, and humor made it an informative evening!" 

I wish the Blisss team much success in inspiring and helping their clients move forward.

→ What do you do to inspire and educate your consultants?