Mastering the Consultant Life in People Analytics
Tips from Founders
The Society for People Analytics (SPA) recently hosted an engaging panel, Mastering the External Consultant Life: A Day in the Life of a People Analytics Founder, with four experienced founders—Nchopia Nwokoma (Moderator), Victoria Mattingly, Joseph Ifiegbu, and Gene Danilenko. Each brought unique insights from their backgrounds in DEI, technology, consulting, and strategy.
A day in their lives as consultants typically balances client calls, project management, strategic data reviews, and a healthy dose of pre-sales and marketing activities. They’re often connecting with potential clients, navigating data alignment, managing project timelines, and troubleshooting real-time challenges. Life as a founder can be hectic! Here’s an insightful breakdown of their best advice for thriving as an external consultant, including actionable tips and lessons on finding success in this evolving space.
Watch the replay of the Mastering the External Consultant Life LIVE webinar !
Building Relationships and Trust
Across the board, our panelists agreed that relationship-building is fundamental. As an external consultant, it's vital to understand client needs, translate data insights into actionable business recommendations, and communicate regularly to avoid misunderstandings. Joseph Ifiegbu, CEO and co-founder of eqtble, spoke to trust being the backbone of consulting success. To establish long-term trust, he emphasized "listening twice as much as you speak" during client conversations—an approach that aligns your solutions with client goals. Ifiegbu also mentioned the importance of beginning each project by aligning on data definitions to keep everyone on the same page from day one. Clients can have varying interpretations of common terms like “headcount,” so nailing down consistent definitions early keeps projects from veering off course.
Gene Danilenko, drawing from decades of experience, stressed the importance of relationships and reputation. His advice? Look beyond the decision-makers in the room and figure out who holds influence behind the scenes. Getting buy-in from these stakeholders in advance can often mean the difference between a recommendation being accepted or shelved.
Tip: Lay a strong foundation by building trust from the start. Align definitions and clarify expectations early, especially in data-centric projects where common language is key.
Bonus: Slow and steady wins the buy-in—don’t rush the rollout. Take the time to identify key influencers, and pace your recommendations so clients can feel the impact.
Navigating Pushback and Scope Creep
Pushback is part of the game in consulting, particularly when presenting insights that might challenge the status quo. Victoria Mattingly, founder of Mattingly Solutions, shared her approach of engaging key stakeholders early on to get collaborative buy-in, avoiding those endless feedback loops later. She mentions the importance of identifying key decision-makers and potential detractors, bringing them into the conversation to mitigate pushback and create transparency.
When it comes to scope creep—when a project slowly expands beyond its original outline—Mattingly stressed addressing scope creep directly, setting clear expectations on revisions and potential add-ons. Nchopia Nwokoma added that setting regular check-ins is essential to prevent unwelcome surprises and to keep clients connected to the project. Establishing a clear revision process and using signed proposals to clarify deliverables is key. Mattingly mentioned she offers clients an “in-stone” PDF once the final draft is complete, which limits adjustments and enables them to focus on the next phase.
Tip: Address scope and pushback head-on by setting up clear communication checkpoints. For scope creep, frame additional requests as add-ons or future projects to keep everyone focused on the original goal.
Balancing Technical and People Skills
While technical know-how is essential, every panelist underscored the importance of people skills. Emotional intelligence, effective communication, and cultural competence are the soft skills that make-or-break consulting relationships. Mattingly noted that emotional intelligence and cultural competence are key in DEI-focused work. She emphasized that consultants need to navigate diverse perspectives and adapt their communication style to meet clients’ unique needs.
Ifiegbu added that technical insights are only half the battle—the real skill is in making them actionable for clients. His goal is to keep the client talking more than he does in initial meetings, using smart questions to help them identify solutions for themselves.
Tip: Keep technical insights accessible and actionable. Make it a practice to understand the unique cultural and operational norms of each client, and tailor your communication style to align with their values and preferences.
Bonus: Strengthen your communication, change management, and project management skills, as these can be just as valuable as technical expertise in securing client buy-in and delivering value.
Building Expertise in Niche Areas and Upcoming Trends
Each panelist had carved out a niche within people analytics, whether in DEI, technical solutions, assessments, coaching, or strategic advisory services. They noted that finding a focus area not only builds authority but also provides clarity in marketing their services. Mattingly’s work in inclusion analytics exemplifies the power of a well-defined niche at the intersection of data, DEI, and consulting.
The panelists shared excitement around trends transforming people analytics, including AI and automation, which streamline data collection and allow consultants to focus more on strategic advisory. While Ifiegbu highlighted the need for solid data foundations—clean data, clear definitions, and more—before diving into automation, Danilenko pointed to an increased focus on connecting people data with key business metrics, like financial performance and customer outcomes, to provide a holistic view of organizational health.
Tip: Identify a specialty that excites you and build your brand around it. Clients value consultants who bring in-depth expertise in a particular area.
Bonus: Familiarize yourself with the latest tools but remember that high-impact analytics doesn’t always require the latest technology. Foundational tools like Excel or Google Sheets can be effective in delivering insights without complex code or large systems.
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Get Involved with the SPA Community
The panelists encouraged aspiring consultants to connect with SPA's growing network. With local meetups, webinars, and online discussions, SPA provides the perfect platform to connect, learn, and collaborate with like-minded professionals.
Building community is part of the people analytics journey. The panelists spoke to the value of local and virtual meetups for networking and keeping up with industry trends. In a rapidly evolving field, connecting with like-minded peers—whether at an SPA meetup or local industry event—creates a community of learning and support.
Tip: Get involved in SPA’s local meetups or start one in your area. These gatherings offer a chance to expand your network, stay in the know, and even create career opportunities.
Closing
This field is packed with opportunities for those who can balance technical and people skills. By focusing on relationships, clear communication, and a strong foundation in the basics, you’ll be well-equipped to drive meaningful impact for clients and grow within people analytics consulting.
