Introduction
If you want to make the move from end user to Microsoft partner side consultant, of if you recently joined a Partner and are looking for a bit of help on how to accelerate your consultancy career, then this series could be interesting for you. Check out the full series here End User to Consultant
In this post, I look at what really counts when you are a consultant and how to get ready for the challenge.
What really counts as a consultant?
- People and communication Skills
- Budget awareness and time management
- Deep functional understanding of D365BC
I’ve put these in the order of importance in my view. In short, people and communications skills are so fundamental to being a successful consultant that they trump all others!
Yes you also need to be aware of the budget and manage your time together with the project team and naturally I’ve assumed you know BC to a certain extent. But it is in those moments on client calls when you are faced with problems or are trying to avert a problem where those soft skills come into play like a super power!
People and Communication Skills
Client Expectation Management
In consulting, managing client expectations is key. This means clearly communicating what D365 BC can and cannot do, setting realistic timelines, and ensuring that clients are aware of the process and any potential challenges. You don’t need to fight every decision, but you need to build up the reputation of providing measured recommendations.
Practically the most common persona here is the client that ‘wants it with bells on’ or ‘wants it exactly like the old system’. For these tricky situations the solution can be through a client side change acceptance board (CAB) - where it’s possible to look at all requests in the light of the budget, a focus on outcomes and in part the concept that ‘perfect’ is the enemy of ‘done’. In the absence of an empowered CAB, I suggest capturing all requests at the time - then, when you have a large list this can be presented back for prioritisation based on the biggest impact to outcomes.
Listen to Understand
There is a reason this is one of the famous Covey 7 habits. One of the most critical aspects of being a successful consultant is understanding the needs of the client.
If you have walked in the same shoes as the end users this gives you a great head start potentially, but at the same time don’t let your past approach to BC prevent you from listening and understanding the key processes and outcomes the clients describe. Listen, capture details, understand. It’s important to first understand and second consider the solution!
Communicate in the right language
I’m not talking about English, German or Spanish here, I’m talking about the use of the right language for the audience. For business-focused users you’ll need to translate complex technical jargon into straightforward business language. When talking business requirements to the technical team you'll need to go the other way and use correct technical terms to ensure no miscommunications.
Budget awareness and time management
You should have a basic understanding of differences between project management methodologies (like Agile or Waterfall) and get up to speed on the tools the partner uses to keep track of tasks (like Jira, Azure DevOps etc), but even more important than these matters is a desire to be aware of the project budget and being able to effectively manage your time in the context of this budget.
Project budget awareness
Consulting often involves juggling multiple projects at once, each with its own set of deadlines and deliverables. The project manager is your friend, make sure you are speaking on a regular basis for a quick chat. Each week the project team (might just be you and the PM) should be aware of key deadlines, budget at the start of the week, expected effort in the week and therefore estimated budget at the end of the week.
Mileage will vary naturally, some larger firms may take care of all this for you, and you just work on assigned Jira tickets! But more commonly it will be a huge advantage if you take the initiative to be aware of the budget.
Time Management
Balancing your time between client workshop meetings, preparing project documentation and configuring the system is critical. Partners will plan resources work in varying ways, usually there is a central system to track these matters and provide reports on expected utilisation etc. Speak to the PMs or other consultants about the best ways to see your planned activities and the rules of the road at your org.
With your budget awareness, you can have a sensible conversion with the PM or lead consultant. If an activity has a lot more time assigned than you expected, then check if you really understand the quality/scope of the output? The same in reverse. Project budgets are estimates, but under delivering is just as bad as over delivering!
Finally, it’s worth a mention about balancing your time between billable work and your continuous learning. Be sure to prioritise tasks to help manage your workload efficiently and avoid burnout and deliver consistent results.
Gaining deep functional understanding of D365 BC
When jumping from end user to consultant its very common for there to be gaps in your functional knowledge. Map out your areas of strength and weakness and make a plan. The big advantage of working for a partner is the opportunity to connect with a lot of expert colleagues and share challenges.
Some things to consider to help broaden your knowledge of the system:
Training Programs
Microsoft has launched the BC Talent program. This is to combat the Dynamics 365 Business Central skills shortage. https://aka.ms/BCTalent
"In today’s market, 1 out of 3 job postings for Business Central talent go unfilled and the need for new talent in the ecosystem continues to rise. That’s where Reskill comes in. This unique program helps Microsoft partners of all sizes solve their Business Central skills gaps while enabling people from a wide range of backgrounds to launch a rewarding career in the Microsoft ecosystem". Source: Reimagine your future | Reskill (reimagine-your-future.com)
When considering a partner to join, ask about that training that is available, in terms of time dedicated for training and access to internal or external courses.
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Helpdesk
If possible, get assigned to assist on the helpdesk, there is no better way to broaden your real-world knowledge of BC than solving issues for end users. Here you also get to hone your approach to problem solving and troubleshooting. In that many end users do not give you the full story when submitting a ticket and it’s down to you to tease out the real problem (sometimes it’s a job to convince users to help you get to the fix!).
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Community and curiosity
Continuously update your knowledge through online sources. Find and follow key BC people on LinkedIn, check out community events, free online courses or workshops. If you didn’t already, please check out the BC Blogs/news RSS feed I’ve set up Dynamics 365 Business Central collected RSS feeds - Blogs, YouTube, LinkedIn. Cultivate your curiosity and spare time for trying things on on the CDX you setup for yourself (Microsoft Customer Digital Experiences)! Attend community events in person on over the web, you will always learn something new!
Certifications
Finally, yes better earn those Microsoft certifications, the preparation time for these can be a period of learning and they validate your expertise and boost your credibility. As mentioned on my last post, most partners have discounted or free access to the full range of certificates. Make the most of joining a Microsoft Partner.
Conclusion
Jumping from end user to a consultant is a rewarding and challenging journey. As you step into your new role, remember that what truly counts is not just your technical expertise but your ability to connect with clients, manage projects effectively, and continuously deepen your understanding of Dynamics 365 Business Central.
By honing your people and communication skills, staying budget-aware, mastering time management, and continuously expanding your functional knowledge, you'll set yourself up for a successful and fulfilling consulting career.
This shift is more than just a change in job title - it's a change in how you approach problems, engage with clients, and contribute to the success of the projects you lead or support.
Embrace the learning curve, use the resources and networks available to you, and stay curious. The more you invest in these areas, the more impactful you'll become as a consultant, making a real difference for the clients and organisations you serve.
What do you think?
Please let me know your thoughts in the comments
Connect or follow me on LinkedIn to get all my updates Andrew Wingate | LinkedIn