From Customer Success to Consulting: Career Transition Guide
Today, the job market is more dynamic than ever before.
And professionals increasingly explore career transitions that leverage their existing skills while opening new opportunities.
The move from Customer Success (CS) to consulting is one path that is getting traction.
This shift offers a chance to apply valuable experience in project management, change management, and client relations to many different challenges.
The Customer Success to Consulting Pipeline
Many CS professionals find themselves at a crossroads, particularly those in Enterprise CS roles.
These positions often involve:
Managing 6-10 high-value accounts
Extensive project management
Providing white-glove service
Implementing change management strategies for large corporate departments
These responsibilities align closely with consulting work.
But making the transition isn't always straightforward.
Understanding the main role of customer success is fundamental for those considering this career move.
Key Skills for Transitioning to Consulting
CS professionals possess valuable skills that translate well to consulting:
Communication skills: The ability to listen, empathize, and articulate solutions.
Analytical skills: Capacity to collect, process, and interpret data for informed decision-making.
Project management: Experience in handling complex, multi-stakeholder projects.
Change management: Expertise in guiding organizations through transitions.
Client relations: Proven track record in managing high-value client relationships.
Problem-solving: Proficiency in identifying and addressing client pain points.
Adaptability: Flexibility to tailor advice to different clients and situations.
Business acumen: Understanding of industry trends and business strategies.
For a deeper dive into these skills, check out my guide on customer success manager skills.
Becoming a Consultative CSM
To excel in CS roles and prepare for consulting, you should:
Engage in ongoing stakeholder conversations: Understand the full scope of customers' pain points and goals.
Conduct diligent client research: Become an expert on your clients' industries and challenges.
Hold on-site workshops: Gain deeper insights into client operations and needs.
Collaborate with teammates: Share knowledge and best practices through meetings and internal channels.
Adopt a continuous learning mindset: Stay adaptable and resilient in the face of evolving technology.
These practices align with the traits of high-performing customer success pros.
Challenges in Transitioning to Management Consulting
Management consulting, especially at top firms, is highly competitive.
Aspiring consultants often face:
Competition from Ivy League MBA graduates
The need for specialized industry knowledge
Requirements for management experience
For CS professionals looking to make this leap, it's key to niche down and leverage specific industry expertise.
My guide on transitioning from customer success to product management offers valuable insights that can also apply to consulting transitions.
Alternative Paths: Operational Consulting and Specialized Roles
For those not targeting traditional management consulting, there are other promising avenues:
Operational Consulting: Focus on improving business processes and efficiency
Industry-Specific Consulting: Leverage expertise in areas like FinTech or LegalTech
Customer Experience Consulting: Apply CS knowledge to help companies improve their customer-facing operations
Implementation Consulting: Use experience in onboarding and adoption strategies
Solutions Engineering: Bridge the gap between technical expertise and client needs
These paths can be particularly appealing for those with experience in digital customer success.
Building a Bridge to Consulting
To increase your chances of successfully transitioning from CS to consulting:
Gain management experience: Look for opportunities to lead teams or projects within your current role
Develop industry expertise: Focus on becoming an expert in your current industry or a target industry
Network strategically: Connect with professionals in consulting firms or independent consultants
Consider additional education: An MBA or relevant certifications can boost your credentials
Start small: Consider freelance consulting projects to build your portfolio and experience
Create a niche: Focus on a specific skill set within CS as a selling point for consulting
Develop a portfolio: Showcase success metrics and case studies from your CS experience
For more insights on career development, explore my customer success career guide.
Overcoming Challenges
Transitioning from CS to consulting may present some hurdles:
Selling skills
Many CS professionals struggle with the sales aspect of consulting. Focus on developing persuasion and negotiation skills.
Self-employment mindset
Consulting often requires managing your own business, including setting rates and marketing your services.
Broader business knowledge
Expand your understanding beyond your current industry to appeal to a wider range of clients.
For tips on overcoming these challenges, check out my article on customer success challenges and how to overcome them.
And That’s It
the path from Customer Success to consulting presents challenges.
But it also offers exciting opportunities for growth and impact.
You can make a successful transition into consulting through leveraging your unique skills and experiences, and strategically positioning yourself.
Every career journey is unique.
Whether you're aiming for a role at a top management consulting firm or considering starting your own specialized consulting practice, the key is to build on your strengths and remain open to diverse opportunities in the evolving business landscape.
For more inspiration on career transitions, explore my customer success career change insights.