In the previous chapter, we talked about defining a consultant. We also looked at why consultants are valued and what a client expects from a consultant.

This chapter is about the importance of preparing for a project. Before starting, let me put before you some powerful quotes:

These quotes may have been made several years ago, but they still hold true. A very critical aspect of the project, often neglected, is the preparatory phase. This is the phase where a consultant should invest a good amount of his/her time.

In our childhood, we heard about the story of two wood cutters. Though the nature of work was the same for both, the first wood cutter had an efficiency problem. The first wood cutter initially was able to cut a lot of trees. As time progressed, his efficiency came down drastically. The second wood cutter kept on cutting the same number of trees. This was perplexing to the first wood cutter, and when he approached the second wood cutter to understand the reason, a simple question from the second wood cutter was an eye opener. You must know the question. For readers who may not be aware, the question was--When was the last time you sharpened your axe?

Similarly, sports enthusiasts would agree that a sports person doesn’t jump into a game directly. If we take an example of a runner, never will a champion jump into a track and start competing. Experts strongly advocate a warm-up routine before you start your run. What is the reason for this?

If a runner starts running without a warm-up, there are huge risks of damage to the body, in the form of injuries like muscle breakdown or torn ligaments. The warm-up routine prepares an athlete's body. The muscles get stretched and joints are exercised. This helps the runner perform better.

Great people always prepare and practice hard. When you prepare well, you mitigate the uncertainties. Your confidence levels go up and your approach becomes extremely positive. The customer, too, can sense this, and becomes more cooperative. These preparatory steps also help you to do value additions.

We urge you to inculcate this habit of preparation before the actual work starts. Over the course of the next few pages, let’s look a bit in-depth at how a consultant can prepare himself/herself. The topics we will cover are:

• Knowing about the company
• Understanding the existing landscape
• Understanding organizational hierarchy
• Knowing what to study and prepare
• Identifying your champion