The Consultant's Code: Four Pillars to Success in Your Career and Life

by Andy Fry

The Consultant's Code will help separate you from all of the other consultants by showing you how to properly develop and use the four pillars of success. The four pillars are intelligence, effort, likeability and intent. Each pillar is discussed in detail and shows how common misconceptions that have been taught or believed has been holding consultants back. These misconceptions and inaccurate beliefs not only affect the consultants they negatively affect clients. Understanding that intelligence can be developed as well as knowing the different types of intelligence, consultants can use their natural skills to improve their careers. Also being aware of the different types of intelligence a consultant can identify deficiencies that may be holding them back, develop those capabilities and use it to be more efficient and effective. This awareness also improves relationships as we better understand other capabilities and how those skills are required to have an effective team. Effort is required for anyone to be successful, however many people are taught to work hard rather than put in focused effort. Also consultants are taught to put in billable hours regardless if these hours are focused and efficient. Focused effort allows a consultant to be more efficient in their learning, consulting hours and other activities. Living a full life is based in having focused and concerted effort in what we do each day. Likeability may be the most forgotten of all of the pillars by most consultants. Consultants are commonly taught to develop technical skills believing that all clients want are technical results. However the issues clients face are human based issues. The solutions may be technical as well as other forms of solutions, but the problems always affect a human being. Therefore likeability is critical for the success of a consultant. The Consultant's Code discusses methods of developing likeability as well as ways that likeability can be eroded through thoughtless activities that commonly occur on many client engagements. The final pillar is Intent. Intent is the act of having a purpose to what you are doing and having the tenacity and persistence to battle through the difficult hurdles. Due to the nature of temporary engagements consultants can often get away with little to no intent as their client relationships will come to and end. This is inaccurate thinking and can lead to lost profits and many strained relationships. Using intent will improve a consultants career and their relationships which can result in higher earnings, more gratifying, rewarding and challenging opportunities. The Consultant's Code discusses what consultants can do to develop more intent and have a more fulfilling career.

Genres: Self Help

224 pages, Paperback

Published November 20, 2017

About the author

Andy Fry has worked in the consulting industry since 1997, and as an information technology
(IT) consultant since 1998. As a CMA, CPA, and PMP, Andy has helped many companies
through their IT implementations and business-improvement initiatives. His passion is helping
companies in project-focused industries, such as engineering, utilities, oil and gas, and
construction, among others.

In 2008, Andy founded Quantas Consulting Corp., a consulting company focused on helping clients with their Oracle Applications and tools. He also runs The Consulting Playbook, which is a platform that allows him to share his knowledge and experience with other consultants by providing education and training.

He is also a co-founder, co-host, and contributor to the “Art of Consulting Podcast”, a podcast that provides information and education to consultants. Andy believes that human beings have built-in capabilities to achieve greatness, and he wants to share his skills to see others achieve their potential.

In his spare time, Andy loves to coach hockey and baseball and spend time with his family. He’s grateful for all of the support and advice he has received over the years from his family, friends, and colleagues. He lives in Scottsdale, Arizona, with his wife and two children.

Reviews

[MochaLatte's Book Hut · Rating 5 out of 5]

"Being a trusted advisor should be the goal of any consultant. A trusted advisor is someone who is respected and valued by their clients..."

The Consultant Code's Code: Four Pillars to Success in Your Carrer and Life is a book that will explore the four pillars that can contribute to a successful path in the consulting field. Written by Andy Fry, a consultant with vast experience in consulting industry since 1997. Using his expertise, Andy will narrate the essential four pillars supporting the structure of success in four parts, each part representing each pillar. Each part consists of a few chapters that are related to the topics.

The four pillars which are the key points in this book are Intelligence, Effort, Likeability, and Intent. For each part, the author will provide a piece of background information or some facts in the first chapter. The next chapter is more about scientific evidence or research that is related to each pillar. Then, moved to the third chapter, the author provides some useful tips and a 'do & don't' list to build the pillar of success.

Besides, Andy demystifies the real secrets of a good consultant. He also reveals or decodes the paradox and misconception about consulting which is what people believe is the requirement to achieve a successful career as a consultant whereas, in fact, it is not. He had mentioned that ;

"We think we should focus on credentials
...but the real pillar is intelligence

We think we should focus on long hours
...nut the real pillar is the effort

We think we should focus on delivery
...but the real pillar is likeability

We think we should focus on activity
...but the real pillar is intent"

In addition of it, the author also includes The Success Formula. It is a formula created by Andy to maximizes the effectiveness and benefits for a successful consultant. If a new molecule is created by combining the atoms of the elements from the Periodic Table, it is the same as The Success Formula, like Andy had said, a consultant must combine the skills they create when developing the four pillars with another element.

Lastly, I love the reflectional approach that the author used when he gives the explanation of each pillar and it is relatable to our daily lives. Written in a more relaxing tone. The points given are straightforward and in a linear way. The tips on how to improve and applying each pillar are useful and very practical. Maybe for some readers, the tips or solution is a little bit cliche or too generic, but at least it is realistic and applicable in daily life, not only to consultants but also to ordinary people. The topics are well-arranged and easy to follow from chapter to chapter.

In a conclusion, this book is a gem for aspiring consultants or for those who want to seek a career as a consultant. Easy to digest step by step especially the tips given. By applying each of the four pillars will give a few benefits such as overcoming obstacles to meet business goals, developing creative solutions to business issues, resolving internal conflicts, and more. However, if someone who had read this book didn't do anything that had been featured, it didn't make sense at all. Like Johann Wolfgang von Goethe says, "Knowing is not enough; we must apply. Wishing is not enough; we must do". Because I really enjoyed this book, I am happy to give my 5-star for this book. Thank you to Andy for his efforts.

[Chandra · Rating 4 out of 5]

So when I started this book, I thought it would be more like a step by step description. However, I really liked the fact that despite being like another self-help book, this has been comparatively enjoying. What I loved most about it is the way the author writes here, feels like it's more interactive and the author is actually talking to you about things. I also liked how he gradually went by explaining the pillars, their backstories and what experts say, rather than hitting straight on the face with a list of do's and don'ts. Liked it. Worth reading if you want to learn about actual consultancy skills needed.

[Lino Matteo · Rating 5 out of 5]

The Consultant’s Code
Four Pillars to Success in Your Career and Life
By Andy Fry
© 2017

If you are a consultant you should read this book.
If you are thinking about being a consultant you should read this book.
If you ever considered hiring a consultant and wish to hire the right one, you should (you got it) read this book.
Andy Fry, the author, explains how most people go astray when dealing with or trying to become a consultant. He explains that:
• We think we should focus on credentials … but the real pillar is intelligence
• We think we should focus on long hours … but the real pillar is effort
• We think we should focus on delivery … but the real pillar is likeability
• We think we should focus on activity … but the real pillar is intent
Now a lot of this makes sense for business owners. Whether you are a butcher, a coffee shop owner or a candle maker you should strive to become a “trusted advisor” to your clients, if you want to add value to their purchase. This is even more true in the world of advisory services, like accountants, lawyers, or (you got it) consultants. You do not want to be in the hour selling business – or worse yet, those dreaded quarter hours – rather you “want to sell expertise and wisdom.” Doesn’t that sound like more fun, more fulfilling and (you got it) more profitable?
Leveraging your experience and wisdom allows you to make more money, work less hours, so that you can spend your time focusing on your priorities – family, health, leisure, learning or growing your practise.
Do you have to be really smart to be a consultant? Intelligence helps but the author defines intelligence as “the capacity to learn, which creates knowledge. Applying that knowledge creates ability. And finally, using that ability and experience allows us to take advantage of opportunities and avoid hazards.” We think that is accurate, wise and (you got it) smart.
But what is wisdom you might be thinking. The author answers that as well: “Wisdom is the ability to use new information you’ve gathered through aptitude, along with experience gained from applying your abilities, to take advantage of opportunities and to avoid risks and hazards.”

However the author, Andy Fry, explains that being a good consultant (and human being) is not just about doing what is right for you. It is about giving and sharing. He states, “Our job is not just to learn material but also to teach. We may not all undertake formal teaching or training, but every one of us needs to convey to our clients concepts they can understand and ultimately implement on their own.”

Another interesting aspect that Mr. Fry explains is the “competence” quadrant: 49: The four levels are:
• unconscious incompetence,
• conscious incompetence,
• conscious competence, and
• unconscious competence.

The truth in this quadrant is very wise.

The author also explains:
• 12 ways to develop your intelligence
• How Intelligence Becomes Wisdom
• Five Ways to Put in the Effort - in a successful fashion
1. Meditate
2. Remove options
3. Stop trying to change the outcome
4. Flow vs. Go
5. Embrace the suck
• Twenty-Six Ways to be More Likeable
• Seven Ways to Work and Live with Intent

Yes, “likeability” is an important pillar. One that I wish I had learnt earlier in my career (but it is never too late.) So what likeability? I will summarize by saying that we need to listen to the client, we need to understand the client and we need to understand that our “job is to figure out how to get the client what they need.” Simple? Not always, but if we try and to it with a smile it can be extremely valuable. It can shift the relationship from a transactional one to a real relationship and push us to the role of an adviser.

To build a relationship, you must understand what your client wants. You must explain what you want. You need to explain how this is good for both parties and you must also be able to adapt as wants and needs change. Sway but do not break.

Finally the author talks about the fourth pillar: Intent. (I might have called it ‘attitude’ in the past, but intent is more polite and perhaps more positive. Many consultants (and personal service providers) believe that lots of activity and hours should generate success. The author, politely, points out the error of this thinking. “To practice with intent, they must focus on the task and know their objective. Without intent, success can only occur through significantly more effort and time.” 180: Pillar 4: Intent

The author also closes with a formula for success:
• Success = (Intelligence x Opportunities) x (Effort x Breaks) x (Likeability x Assistance) x (Intent x Time)

Personally I do not find this formula that useful. I would prefer it as a mantra, perhaps: LIIE: Likeability, Intent, Intelligence, Effort. Not that does not seem to work either, but you get my gist.

In closing I would like to close by thanking Mr Fry for this book. Too often books of this nature are self serving – or feel so. I would like to quote the author on three excellent results that may occur when you give back to others:
• 1. You become an expert
• 2. You gain energy by helping others
• 3. You open up pathways to receive more

Wise words.



Wish to not that was referred to the author and this book by @Booktasters and was supplied with a review copy of The Consultant’s Code by Andy Fry, @theandyfry.

Lino Matteo ©™
Twitter @Lino_Matteo


https://linomatteo.wordpress.com/2021...

[Molebatsi · Rating 5 out of 5]

What struck me first about the book was the title, the consultant code. It came just at the right time when I am a year away from pension, and agonizing about what to do with all the time when I am not working. Not that I had not mapped out my life after work.
For the past decade or so I have been working in government communications. This entailed media liaison, speechwriting and general content generation. From my observation all these years in government communications, governments are generally no great in communications. This is more glaring in media liaison.
As I approached pensionable age, I thought I could take my skills and experience in communications to serve government and the private sector. A friend who used to work as a journalist and now is in general communications, recently broached the subject of starting a consultancy in the realm of communications.
In this interregnum I fell upon Andy Fry's The Consultant’s Code: Four Pillars of Success in Your Career. I put the book to the test, to give me the wherewithal of a good consultant.
I must say that the book gives me a good start in my second journey in life and career. From the book, I know what makes a good consultant.
Fry sets out four pillars of success as a consultant that you can apply right away, or return to for reference. The four pillars are: intelligence, effort, likeability and intent. If you internalize them, you crack the consultant’s code and you're made as a consultant.
I started applying the four pillars in my career and life as I read the book with amazing result! I am establishing myself as the go-to person in our team at work when the going gets tough. I see the four pillars coming to bear in my life. These are the quick-wins from the book that make an immediate impact in your career and life.
Come to think of it, my journey as a consultant hasn’t taken off yet, but I already reap the rewards of the four pillars of success as a consultant.
The four pillars work, I am their exemplar in my career and life. A word of caution though, they won’t do stuff for you. You must sweat the little stuff to realize success, it takes effort for the pillars to do it for you.
I recommend the book to anyone who wants to succeed in his career and live. Chancers need not bother though.
As Self-Care and Personal Development Advocate Izey Victoria Odiase puts it, “Work on Purpose. Play on Purpose. Rest on Purpose. Don’t let yourself or anyone waste your time. “

[Keit · Rating 3 out of 5]

Looking into being a consultant or just want to improve as a business person? This is for you! The author shares 4 pillars that he believes if practiced, can help build a strong character. The four pillars discussed are Intelligence, in this section different types of intelligence are discussed as well as how one can improve their level of intelligence and use it to their benefits and those they want to work and interact with. Likeability being the second pillar, is discussed to emphasize the importance of having good relations with other people as this has impact on whether people would like to work with you as a person without taking accolades into consideration! The third pillar is Effort, the author encourages focused effort in order to be able to attract opportunities and expand career territories! The last and the most that I related to is Intent, the author here discussed why being intentional is so important, not only in business but in general life! When you do things with intent, you do them because you want to, not forced! Where there is intention there is perseverance and success!
It is important that these pillars be used as a combo to maximize results, therefore when working on building a good competive character as a consultant, it would be advisable to apply all the pillars!
All in all it was a good read, something outside my normal reading scope!

[Steve Brock]

As Stevo’s Novel Ideas, I am a long-time book reviewer, member of the media, an Influencer, and a content provider. I received this book as a free review copy from the author. I was not compensated for this review, written in conjunction with #BookTasters.

As a manager at several tech companies for over 25 years, I have worked with hundreds of consultants. Some didn't care at all if they provided faulty analysis, some took their jobs very seriously, and some took their jobs *too* seriously. All of them should have read Andy's book.

As Andy says in "The Consultant's Code," good consultants have much more than just technical skills. They are successful and in demand because they possess what he calls the Four Pillars: Intelligence, Effort, Likeability, and Intent.

The best consultants I worked with were passionate, patient, good listeners, and trustworthy, all traits supported by Andy's pillars. Most important to me is trust. Consultants aren't on my company's payroll, so I need to trust them. I tell them the issue, give them sensitive data, they analyze it, give me options, recommend the best one, and move on to their next project. If they earned my trust, I likely used them for another project, or several more.

Reading Andy's book made me reflect on the great work great consultants do, and I highly recommend it for good consultants who want to join that group.

[Arlene · Rating 4 out of 5]

Many books are out there for consultants - this one is an excellent choice for those that are considering the consultant profession, or looking to increase skills in these areas. The Four Pillars are not obscure skills, rather the practical ones that allow you to build your consultancy, and a very good basis for those looking at the profession: it shows the why on these skills, rather than an abstract "best practice" that may not be as relevant to your skill set.

The sections can be read in any order, and have quotes and studies that reinforce the ideas behind the concepts presented. It is not a heavy read, and the chapters are short enough that you can take the ideas and apply them, without feeling like you might be missing something else in the chapter.

The skills here can also be used by others - this might make a good reference book for anyone who has to deal with people and how to show your ideas and suggestions with skill and care.

[Nikky44 · Rating 5 out of 5]

I'm So glad I read this book although I'm not a consultant and I don't plan on becoming one. I read it out of curiosity and it happened to be extremely helpful, more than I ever expected it could be.
The tools and advise given are not something that only consultants can benefit from. I am in the process of quitting my current job and working from home, and I was panicking as where to start and what if I don't succeed etc. Now I know that with efforts I will succeed.
This book is very easy to read with interesting little stories which makes it very different from some of the business related books that get boring after few chapters. I really recommend this book in whatever profession you want to work!

[Vikas Sharma · Rating 5 out of 5]

Awesome book by Andy Fry.
I would recommend this book to all consultants and to all who have aspirations to pursue consulting career in future. Book contains many snippets of stories and references of motivational quotes. Language is quite simple and not loaded with complex management jargons to explain mandatory pillars for success.

I like the details of the four pillars to get success in life and career. Would be happy to keep this book in my list to read multiple times.

You will get an opportunity to develop into superab consultant. Following master formula described in the book is fabulous and unique.

Success = (Intelligence x Opportunities) x
(Effort x Breaks) x (Likeability x Assistance) x
(Intent x Time)

[Het · Rating 3 out of 5]

The book revolves around this 4 pillars or things that the author feels is code to success, quite literally revolves only around this.
The start is crisp where the author directly addresses and busts the myths regarding what is believed to be and in comparison what actually are the 4 important factors.
After that there are basically 3 chapters per pillar - first describes it and it's attributes, second mentions what research is available and their one how to build that particular skill.
Everything is to the point but the problem happens when there isn't much to point. Most of the solutions are generic and nothing out of the box.
Overall an average read.

[Manal Jamaleddine · Rating 5 out of 5]

This book can serve as a guide for consultants to achieve success in career and life by applying easy-to-follow techniques and developing a set of skills the author suggests. I found it very interesting how the writer segmented each skill and made it relevant to consultancy while it also can be broadened to more professions. In short, this book is interesting, helpful, inspiring and educational. Highly recommended!

[MR. SATÁN · Rating 5 out of 5]

A must read for everyone who is interested into the business world and even life itself.
Is amazing how those concepts and ideas are explained with ease in this book, highly recommended for those who want a quick read.
With formulas and cristal clear comparisons I warn you it will be hard to stop reading.

[Avi-Gil · Rating 2 out of 5]

I received this book through a Goodreads Giveaway.
There's some good information in here, but the book could use some better organization. It reads almost like an outline or a rough draft of ideas, rather than fully formed.

[Tracy · Rating 5 out of 5]

Great read - actionable items included. 4 Pillars, taught, explained and examples given to reinforce learning.

[Daryl Moad]

I plan to give this book to the university-student son (Alex) of a close friend.