Success cost me my consulting job!

Question

While looking for a job, I started a consulting project for a company that wanted to launch a new European operation. The company had just one person in Europe, and that’s who I reported to. It’s no exaggeration that I set up the entire business for my client. I brought in key contacts, developed the business strategy and the public relations plan, and set up the brand.

The manager took credit for everything. He even took over the relationships with the contacts I brought in. While he regularly said he hoped I’d consider a full-time position at some point, he never offered it. Now that the business is up and running, the manager has hired lower-cost staff and has delegated my projects to them.

I know this is what consulting is about, but it’s put me in a tough spot. A headhunter explained to me that I never took ownership. Although I did all this good stuff, the product won’t launch until next year, so there’s no evidence of revenue gains and I can’t demonstrate achievements to prospective employers.

Where did I go wrong? How can I use what I achieved to find a job? I got so involved in this new venture that I feel almost as if I’ve been fired.

Nick’s Reply

Welcome to the world of consulting, where you get paid and the client gets all the credit. This is normal.

Consulting doesn’t mean leaving success behind

However, it doesn’t mean your resume is bare. It’s up to you to demonstrate your success in terms that are meaningful. It seems you’re more concerned that your client took credit than about your next job. Of course he took credit — he’s in charge. A consultant is brought in to do “work for hire,” not to take ownership of the outcome. (Consultants who have worked on doomed projects will quickly note that they get blamed when things don’t go well. They are relieved of their duties, too.)

But don’t let this deter you from using your success to get your next job. Consulting doesn’t mean leaving your successes behind. First of all, understand that your client did not “take” the contacts you brought to the company. Contacts don’t get used up. You still have access to them. All those contacts are potential referrals to new jobs. You must never disparage your client, but you can easily talk with those contacts about your success in launching this business. That can yield excellent references and even personal referrals to new opportunities.

The brag book: Use your client to get your next job

A very successful consultant I know makes a factual list of his accomplishments when he’s done with an assignment. He shows these “reminders” to his satisfied client and asks if he may add the client to his “brag book” — and shows  the client a portfolio of laudatory letters from other clients. “I’d love to add you to my brag book!” Because his work is truly exceptional, no client has ever declined. They use the other brags he shows them — and the “reminder” list he provides — to quickly create an endorsement letter.

Do not discount this path to a new job. Please read How to Say It: Asking for a personal referral. And, when you land your next gig, remember to protect yourself with a sound agreement. Employment Contracts: Everyone needs promise protection will give you some surprising pointers even if it’s not possible to get a contract at your level.

What you did and how you did it

Second, as you pursue new prospects, you can easily explain that, “I did A, B, and C to successfully launch this operation.” When revenues are established, that’s a measure of your success, too. Add it to your resume. It’s up to you to honestly, candidly and effectively describe the work you did. If there are no results from your efforts, enumerate the projected results. It’s all about starting a discussion. Nothing stops you from describing your role and success with a potential new employer. Usually, what matters most is not just what you did, but how you did it.

Please consider a discussion with your client. Ask whether he needs you to stay on in any capacity. “Otherwise, I will consider my task done — and I’ve loved every minute of it!” Ask if he will provide references. Don’t be afraid to ask what he will say about you. This should be helpful: Control what your professional references will say. Bringing out your portfolio of brags (if you have one) can make this very easy.

Your client’s success is your resume

Do not put your client in a position where you depart with any bad feelings between you. You did your job, but the credit goes to him. That’s how he will move ahead with the business. If he fails without you, that’s his problem. But don’t hold a grudge — that’s not what consulting is about. It’s about helping the client succeed and making him look good. Take that angle when describing what you did. Consulting companies around the world operate this way, and they promote their ability to make their clients successful. You ensured your client’s success. If a headhunter doesn’t understand that, don’t let it deter you.

I don’t think you went wrong at all, except that your ego is a bit bruised because you seem to expect that a consulting gig should turn into a full-time job. That’s not how it usually works. Congratulate yourself. You made your client successful! Move on to the next consulting project — or your next job — with confidence!

Is this reader’s experience the norm when consulting? Can you take your success on a consulting gig with you? Or does a consulting client “steal” it? If you’ve worked as a consultant, how do you parlay your good  work into your next assignment — or into a regular job? On the other hand, did you ever get really screwed on a consulting job? What happened? What did you do?

: :