At Traust, we may call ourselves a technical consulting firm, but at the heart of our work is a simple truth: we’re in the people business. Technical consulting is not just about solving business problems or delivering technical expertise — it’s about building relationships and earning trust. That’s what makes all the difference in our work.
In this post, we want to share our perspective on what companies should look for when hiring a consultant and what attributes consultants should cultivate to experience success in their careers. We believe that success in each of these areas is about complementing technical skills with soft skills. It’s about who you are and how you build relationships.
Consultants vs. Employees: What’s the Difference?
When you engage a consultant for a specific project or IT staff augmentation role, it’s different from hiring an employee. Typically, you’re looking for someone with a niche skillset or an experienced perspective to solve a problem your team can’t address on its own. Consultants aren’t necessarily looking to settle into a long-term role. They often come in, solve a specific challenge, and move on to the next project. It’s a different mindset, one that requires adaptability and the ability to quickly appreciate and integrate into new environments.
In technical consulting, success means more than just business or technical know-how. It is the ability to engage in meaningful conversations at every level of an organization. It means ramping up quickly and fitting into the company culture — all while creating business value and delivering results. Unlike employees who often have a longer onboarding period, consultants are expected to hit the ground running on day one.
What Sets the Best Consultants Apart?
From our experience, the best consultants are those who genuinely care about their client’s long-term success. They think about how their work will continue to benefit the client — and how it will be maintained — even after they’re gone. Moreover, they have a vested interest in creating value, not just checking off tasks.
These consultants approach their work as though they’re running their own business. They monitor their own impact, constantly asking, “What do I have to offer this client?” and “How am I helping this client succeed?” This mindset sets them apart because they’re always looking to create lasting value, not just deliver a quick solution.
We’ve seen this dynamic firsthand with one of our clients who later became a consultant. He had hired Traust consultants in various roles before deciding to make the switch to technical consulting. After years of collaborating with us from the client side, he reached out and said, “I’ve used so many of your people over the years — now I want to do it myself.”
That transition was seamless for him because he already had an appreciation for what it takes to be a good consultant. Great consultants, he knew, care about the client’s success and can see the big picture. Years later, he’s still consulting with us — and it’s likely where he will be for the rest of his career. That kind of “circle of life” happens often in technical consulting, where clients become consultants and vice versa. It’s a testament to the strength of relationships in this business.
Hiring the Right Consultant: The Traust True North Model
When we look for consultants at Traust, we use what we call the True North model, which considers a person’s Traits, Expertise, and Cultural Fit.
- Traits: These are the personal qualities that define how someone works — integrity, reliability, communication skills. Traits are the foundation. You can’t teach someone to be trustworthy or hard-working; they either have those qualities or they don’t.
- Expertise: This is the education, experience, and technical knowledge or skills a consultant brings. While important, it’s the one True North area that can be developed over time. A consultant with the right traits and cultural fit can grow their expertise, but the reverse is rarely true.
- Cultural Fit: A consultant must align with the company’s values and way of working. If someone doesn’t fit into your company’s culture, it doesn’t matter how skilled they are. They won’t be successful in the long run.
When hiring a consultant, the ideal candidate will score high in all three areas. But if we have to prioritize, we always choose strong traits and cultural fit over experience or expertise. Technical consulting skills and industry specifics can be learned, but the right mindset and cultural alignment are much harder to develop. Read more about our hiring and staff augmentation process.
The Importance of Soft Skills
One of the things that often gets overlooked in hiring — especially in an age of resume filtering software and AI gatekeeping — is the importance and consideration of soft skills. These are the things that don’t show up on a technical consulting resume or job ad but make all the difference between success and failure. Traits like adaptability, emotional intelligence, and communication are what separate good consultants from great ones.
At Traust, we spend a lot of time getting to know our consultants on a personal level. We don’t just look at their technical skills; we want to understand what makes them tick. What motivates them? How do they handle conflict? What makes them laugh? These are the things that help us place them in the right roles, where they can truly make an impact.
Cultivating a Successful Technical Consulting Career
For consultants, success doesn’t come from just being good at your job today; it comes from building a career that will last for years. That means investing in yourself, staying curious, and continuously learning new skills.
But it’s more than that. Success also comes from understanding how to create value for clients beyond the immediate project. Consultants who succeed in the long run are those who understand they’re running a business. They take ownership of their work and continuously monitor how they’re helping the client succeed.
You can’t fake that level of investment. When you care about your client’s success, it shows. It builds trust and opens the door to future opportunities. Successful technical consulting is about more than just solving problems — it’s about creating lasting solutions that help clients achieve their goals.
Relationships, Not Transactions
At Traust, we believe and invest in building long-term relationships, not engaging in one-off transactions. That’s why we’ve worked with many clients and consultants for years — sometimes decades. People come back to us because they trust us and know we care about their success.
When we place a consultant with a client, we don’t do it lightly. We take the time to get to know every person we send on assignment. Typically, we know them personally and have enough experience with their work to speak about them with conviction. For us, it’s not just about filling a job order. It’s about making sure the fit is right, both for the consultant and the client.
This approach isn’t just good business — it’s the foundation of how we work. Very purposely, we’re not a transactional company, because people aren’t transactions. They don’t come in a box with a label on the side. They’re complex, and it takes time to understand their strengths, their motivations, and their potential. But that’s what makes the work rewarding.
Consulting From the Heart
At the end of the day, good technical consulting is about more than technical expertise. It’s about people. It’s about building relationships, understanding what drives people, and caring about their success. Whether you’re a client hiring a consultant or a consultant looking to grow, remember that relationships are at the core of what makes this work meaningful.
If you focus on traits, cultural fit, and the human side of technical consulting, you’ll set yourself up for success. Consulting isn’t about quick fixes — it’s about building something that lasts. It’s about investing in people and creating value that goes beyond the immediate project. When you get that right, everything else falls into place.
At Traust, we believe that successful technical consulting is built on strong relationships and a genuine commitment to your success. If you’re looking for Oracle ERP consulting services that go beyond just solving problems and focus on creating lasting value for your business, we’re here to partner with you. Let’s work together to optimize your systems and achieve your goals, with a team that truly cares about your long-term success.
For consultants who share our passion for making a real difference, we’d love to hear from you. Reach out to explore how you can be part of a team that values relationships, invests in people, and creates meaningful impact.
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