BSIA CEO interviewed by security industry influencers. PART 1 Newly appointed BSIA CEO, Mike Reddington in an infologue exclusive is interviewed by Key Figures in the Manned Security Industry Read on »
James Doyle – Technology in the changing world of security recruitment James Doyle, Co-Founder & Director at Broadstone in his first blog for writes about how technology can initiate positive change in the security industry Read on »
Bob Forsyth – Technology Advancement adds to Threat Landscape In his latest blog for Infologue Bob Forsyth, Chief Executive Officer at Kings Security reflects on the recent drone incidents at UK airports and what can be learned from it Read on »
Saturday, 23 February 2019


Malcolm Cheshire, a Consulting Practitioner in Human Dynamics & Risk and is CEO of the Consultancy, T H I R D M A R G I N, discusses the art and science of consulting and the difference between a Consultant and a Subject Matter Expert.

Malcolm writes; The Concise Oxford English Dictionary defines a Consultant as one who “… provides expert advice, professionally! “. In a Security context, defined by G. Manunta  (1999) as : “ … a function of the presence and interaction of Asset  Protector & Threat within a given situation , and expressed  as : S = F ( A P T ) si “ , a Consultant could be seen as simply a ` Subject Matter Expert `; however, what distinguishes a `Consultant ` from a `Subject Matter Expert ` is his or her ability to develop an effective  ` Relationship ` with a Client and to use this relationship to understand needs and facilitate solutions.

To look more fully at `Relationships` one needs to visit the world of Clinical Practice. Psychologist & Psychotherapist Dr. Carl Rogers (1902 > 1987) asserted that there are 3 components that are `Necessary & Sufficient `for the development of an effective professional relationship:

  • CONGRUENCE; establishing a dialogue with your client that is Two Way Open & Frank!
  • EMPATHY; having regard for both Facts & Feelings!
  • RESPECT; having an Unconditional Positive Regard for the Client!

Within, what I call, a `Consulting Dynamic` there are 4 evolving levels of interaction between Consultant and Client:

  • In a SERVICE based Dynamic, the Consultant provides the Client with INFORMATION, this process is termed TRANSACTIONAL!
  • In a NEEDS based Dynamic, the Consultant provides the Client with SOLUTION, this process is termed TRANSACTIONAL +!
  • In a RELATIONSHIP based Dynamic, the Consultant provides the Client with IDEAS, this process is termed TRANSACTIONAL ++!
  • In a TRUST based Dynamic, there is a high degree of mutual insight & trust. The Relationship becomes a `Safe Haven` for discussing difficult and sensitive issues. This is a truly `TRANSFORMATIONAL` Relationship, where the Consultant has evolved into a `Trusted  Advisor` of which MAISTER GREEN & GALFORD expand upon in their eponymous book of 2000.  

Not all Consultants (or potential Consultants ) will be comfortable with the increased level of intimacy necessary for an effective ` Transformational ` relationship ; however , with appropriate determination +  training and support the end result will be a Consultant / Client Relationship that is more cohesive, more resilient &, ultimately more profitable!

Malcolm Cheshire is a Consulting Practitioner in Human Dynamics & Risk and is CEO of the Consultancy, T H I R D M A R G I N. A Registered Nurse & Clinical Specialist (Mental Health) , he also holds a Postgraduate Degree in Security Management from Loughborough University and is an accredited Business Continuity Specialist. He is a member of the ` Skills for Security – Sector Skills Consultation Group on Security Consulting`.

Third Margin Website

Leave a Reply

Your email address will not be published. Required fields are marked *


Interconnective Security Products