Consultants have been growing in popularity in recent years. If you are considering a career change into consulting or wondering whether it might be the right path for you, you may be curious about what kind of person is actually suited for the role.
“No matter how high the salary, I can’t keep doing a job that doesn’t feel meaningful…”
“What if the work turns out to be different from what I expected and I burn out right after joining?”
Many people share these concerns.
In this article, we will cover not only the types of people suited for consulting and the skills required, but also the job description and salary.
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5 Traits of People Suited for Consulting
Let’s start by introducing the characteristics and types of people who are well-suited for a consulting career.
- People with strong listening skills
- People who are committed to delivering results
- People who are strong with numbers
- People who think positively
- People with a strong drive for self-improvement
If any of the above apply to you, you may actually be well-suited for consulting without even realizing it.
1. People with Strong Listening Skills
People who can listen attentively to others and openly accept different perspectives and opinions — even when they differ from their own — are well-suited for consulting.
Working as a consultant means meeting people from a wide range of professions, from executives to specialists. There are also many opportunities to exchange opinions with frontline employees and part-time staff.
In those situations, a person with strong listening skills can gather information accurately, which helps the work proceed smoothly.
2. People Who Are Committed to Delivering Results
Consultants work on assignments received from external companies, and a high level of professionalism is always required. For this reason, people who are driven to deliver results are well-suited for consulting.
If you can consistently produce strong performance metrics that are clearly visible to everyone, you will be recognized as a capable consultant.
Passion and motivation are important, but to build a high-level consulting career, the ability to pursue measurable outcomes through concrete action is essential.
3. People Who Are Strong with Numbers
Being comfortable with numbers is also an important quality for consultants.
Consulting work frequently involves dealing with large volumes of data and figures. Finding common patterns among seemingly unrelated numbers, or identifying issues through data analysis, are tasks where numerical literacy plays a major role.
Since consultants often review financial documents such as financial statements, being weak with numbers can be a significant disadvantage.
If you are comfortable with numbers, you will be able to accelerate your effectiveness as a consultant.
4. People Who Think Positively
Consulting work has no single “correct answer,” and an approach that worked last time may not be effective this time. Because the job often involves searching for clues without a clear path forward, people who maintain a positive outlook tend to be better suited for consulting.
Being able to keep searching for the best solution without giving up — even when answers remain elusive — makes it easier to handle pressure from clients and maintain a stable mindset.
5. People with a Strong Drive for Self-Improvement
The level of knowledge required in consulting is extremely high, so a commitment to continuous learning is essential.
This includes staying current on industry trends relevant to clients, as well as keeping up with the latest regulations, financial reporting standards, and market developments. Practical know-how for applying that knowledge on the job is also necessary, making self-directed study indispensable.
For that reason, people with a strong hunger for growth and a love of learning are well-suited for consulting.
What Is a Consultant?
A consultant is a professional who identifies management challenges faced by companies and proposes and implements solutions.
They support business growth through a wide range of initiatives, including developing new business ideas, improving financial health, streamlining operations, and supporting fundraising efforts.
While the basic approach involves listening to a company’s concerns and finding solutions, consultants are sometimes also expected to uncover fundamental issues that even the company itself has not recognized.
What Does a Consultant Do?
A consultant’s job involves developing solutions tailored to specific areas of expertise and challenges. Key responsibilities include the following.
<Consultant Responsibilities>
- Identifying management challenges
- Developing initiatives to address those challenges
- Implementing those initiatives
- Providing feedback and evaluating improvements
- Gathering information on market trends and competitors
- Collecting and analyzing client information
The specific content of the work varies widely depending on the type and field of the consulting firm. As a result, day-to-day responsibilities differ from firm to firm.
Consultants Are Organized into Project-Based Teams
When consultants work, they are typically organized into teams on a project-by-project basis. Project lengths vary widely, ranging from as short as one month to several years.
Project teams are formed based on career experience and track record, so team members — including supervisors and junior staff — change with each project. The following sections explain the roles that typically make up a project team.
Years 0–3: Analyst
Analysts are primarily responsible for gathering information. This role is often filled by new graduates, early-career hires, or those who have transitioned from other industries without prior consulting experience. The position may also be referred to as “Associate,” “Research Analyst,” or “Business Analyst.”
The scope of information gathering is broad, covering industry trends, competitor behavior, consumer needs analysis, and more. During this analyst phase, consultants develop the fundamental research skills needed in the profession.
Years 3–5: Consultant
At the consultant level, responsibilities shift toward supporting strategy development and preparing proposal materials, with a high volume of output expected. After approximately three to five years, consultants also begin participating more frequently in team formation.
A baseline level of research capability is assumed, so the knowledge requirements increase. Consultants at this stage are often embedded on the client side, attending meetings and presentations more regularly.
Years 5–10: Manager
After approximately five to ten years with a strong track record, consultants are often promoted to manager. At this level, they play a more central client-facing role and serve as a key point of contact for clients.
Managerial responsibilities also increase, including oversight of analysts and junior consultants.
At the manager level, many consultants begin developing deeper areas of specialization, which can open doors to more senior career opportunities.
Year 10+: Partner
Partners hold the top position within a project and carry significant responsibility for overall management. They are involved in discussions with senior client leadership and oversee the project as a whole — think of them as the ones steering the ship.
After ten or more years, when a consultant has demonstrated sufficient consulting and management capabilities, they may advance to the partner level.
The pressure at this level is considerable, but the compensation is also significantly higher.
What Active Consultants Say: The Rewards and Appeal of the Job
Despite being a demanding profession, consulting offers the following rewards and attractions.
- Abundant opportunities for personal growth
- Stimulating challenges that bring insight and a sense of achievement
- The fulfillment of advancing projects as a team
- A clear separation between work and personal time
The following insights reflect the perspectives of active consultants, so use them as a reference.
Abundant Opportunities for Personal Growth
One distinctive feature of consulting is the frequent opportunity to connect with highly accomplished individuals, including executives and subject matter experts.
There are moments where they share knowledge or offer perspectives you would never have encountered on your own, creating rich opportunities for personal development. Successfully navigating a difficult engagement or receiving genuine gratitude from a client also delivers a powerful sense of accomplishment.
The rapid pace of growth — unlike anything found in most other careers — is one of the most rewarding aspects of the job.
Stimulating Challenges That Bring Insight and a Sense of Achievement
Consulting allows you to engage with the core of a company’s operations and strategy even in your 20s and 30s, exposing you to genuinely stimulating challenges.
Under normal circumstances, unless you are a business owner or executive yourself, you would rarely be involved in setting management direction or crafting strategic plans. As a consultant, however, you have the opportunity to participate in improving the operations of startups and major corporations alike.
The pressure is real, but so is the sense of joy when goals are achieved and the satisfaction that comes from a client’s genuine gratitude. If you are the type who is energized by difficult challenges, you will likely find consulting deeply compelling.
The Fulfillment of Advancing Projects as a Team
Because consultants typically work in small teams, the role offers strong opportunities to develop teamwork skills. When you run into difficulties, other consultants are there to support you, and you will also have chances to mentor newer members of the team.
Beyond the satisfaction of supporting clients, there is also genuine fulfillment in contributing to the team. When the workplace culture encourages open communication, it becomes even easier to feel a sense of engagement and purpose.
A Clear Separation Between Work and Personal Time
Consulting may have a reputation for being intense and demanding, but once a project wraps up, it is often possible to take a block of time off.
Traveling outside of peak periods or attending a child’s school event on a weekday become realistic options, which makes the work-life balance more tangible. Choosing a consulting firm with a generous number of annual holidays or a high rate of paid leave utilization can make everyday rest time even easier to secure.
Skills Required to Become a Consultant
Without the following skills, you may find yourself feeling out of place after joining a firm, or unable to pursue the career path you envisioned — so it is worth paying close attention.
- Logical thinking
- Communication skills
- Questioning skills
- Insight
- Physical stamina and mental resilience
Each of these is explained in more detail below.
Logical Thinking
The ability to think logically is indispensable for working as a consultant.
When you hit a wall and can’t identify an effective course of action, being able to revisit the problem through logical reasoning — rather than gut feeling or intuition — allows you to grow into a consultant whose recommendations carry real credibility. It also lends validity to the initiatives and approaches you propose, helping you build a reputation as a trusted advisor.
Communication Skills
Consultants interact with people across many different roles, making strong communication skills essential. Those people include executives of varying ages, specialists with different levels of expertise, and colleagues with different organizational positions.
At times, the ability to steer difficult negotiations in the direction you want — the ability to speak persuasively — is required. But equally important is the ability to listen openly and receive others’ perspectives, which helps communication flow more naturally.
The ability to read subtle cues in others can also make it easier to move a project forward effectively.
Questioning Skills
Identifying the real issue — rather than simply taking a client’s statements at face value — requires strong questioning skills. One of the inherent challenges of consulting is that simply executing what the client asks, like an order-taker, often fails to address their actual needs.
There are times when uncovering an issue that even the client hasn’t recognized requires asking probing, layered questions. Make a habit of approaching your work with a questioning mindset.
Insight
Just like questioning skills, insight is also essential for consultants. Being able to detect subtle shifts that don’t surface in words — or pick up on changes in an executive’s demeanor — makes it easier to identify underlying issues.
Strong insight also helps when using data analysis and competitor research to visualize a client company’s strengths and weaknesses. Work on developing the ability to read individual actions and trends, and to see to the heart of a matter.
Physical Stamina and Mental Resilience
In a consulting role that tends to be extremely demanding during project periods, physical stamina is critical. Having the vitality to communicate positively with clients even through stretches of overtime and weekend work allows you to maintain consistent performance at all times.
On the other hand, those who struggle with mental resilience may find themselves overwhelmed by pressure and chronically stressed, so a strong mindset that allows you to propose ideas with confidence is equally important.
There are also times when the job requires visiting multiple stakeholders in person, making physical stamina and health management a genuine priority.
6 Qualifications Worth Obtaining to Become a Consultant
While consulting does not require a specific educational background or credentials to enter, having professional qualifications can be a significant advantage. The following are worth considering.
- MBA
- Certified Public Accountant (CPA)
- Tax Accountant
- Certified Management Consultant (SME Consultant)
- Social Insurance and Labor Consultant (SR)
- Information Technology Qualifications
Below is a more detailed explanation of the knowledge each qualification provides and how it can be applied.
1. MBA
MBA (Master of Business Administration) refers to a graduate-level degree in business management. It is awarded upon completing a master’s program at a business school, which means obtaining it requires graduating from a graduate school.
There is no certification exam as such, but you must of course pass the graduate school entrance examination and complete the research requirements for graduation. Since consulting is closely tied to business management, the MBA credential becomes highly relevant once you are working in the field.
2. Certified Public Accountant (CPA)
The Certified Public Accountant credential is awarded to professionals with expertise in auditing. It requires specialized knowledge primarily in accounting and taxation, and holders are exclusively authorized to audit the accuracy and appropriateness of a company’s financial statements.
While this credential is often associated with accounting firms, it is also highly useful for consultants who regularly review financial statements. It is particularly valuable when advising on improving financial health, developing fundraising strategies, and identifying tax optimization opportunities.
3. Tax Accountant
Tax accountants are specialists in taxation, responsible for providing advice on tax obligations and preparing tax filings. The preparation of tax documents, tax agency work, and tax consultation are exclusively reserved for licensed tax accountants — consultants without this qualification cannot perform these services.
While consultants are rarely asked to handle direct tax inquiries, they frequently need to address tax efficiency as part of resolving management challenges, making this qualification a worthwhile addition.
It also enables consultants to offer valuable advice on leveraging time-sensitive tax incentives and other benefits that serve the client’s interests.
4. Certified Management Consultant (SME Consultant)
The Certified Management Consultant designation is awarded to those who have demonstrated the knowledge required to diagnose and advise on the management challenges of small and medium-sized enterprises. As the name suggests, it provides expertise specifically focused on supporting SMEs, making it particularly worthwhile for those aiming to work as consultants in that space.
The examination covers a broad range of topics, including business management, financial accounting, operations management, business law, and management information systems — all of which are directly relevant to consulting work. It is also the only national qualification among those recommended for consultants, so obtaining it adds a meaningful credential to your career.
5. Social Insurance and Labor Consultant (SR)
Social Insurance and Labor Consultants are specialists in social insurance systems, including public pensions, health insurance, long-term care insurance, and employment insurance. They are also experts in employment matters, with the ability to handle revisions to work rules and wage regulations, as well as labor tribunal proceedings.
This qualification is frequently pursued by those aiming to work in HR consulting, as it provides a strong foundation for advising on hiring practices and employee training programs.
6. Information Technology Qualifications
The following are examples of qualifications related to information processing technology.
<Information Technology Qualifications>
- Information Security Management Examination
- IT Passport Examination
- IT Strategist Examination
- Systems Architect Examination
- Project Manager Examination
- Network Specialist Examination
- Database Specialist Examination
- Embedded Systems Specialist Examination
- IT Service Manager Examination
- Systems Auditor Examination
- Registered Information Security Specialist Examination
- Fundamental Information Technology Engineer Examination
- Applied Information Technology Engineer Examination
While these exams are primarily pursued by engineers, the IT Passport and Information Security Management examinations are open to anyone who works with IT in any capacity.
IT consultants are frequently called upon to provide expert advice on security infrastructure and tool adoption, so holding one of these qualifications can help build trust with clients.
Career Path for Consultants
The most common career path for consultants is to accumulate experience and build a track record while working toward manager and partner roles.
Staying with the same firm and building tenure tends to support internal recognition, making it easier to move into roles responsible for managing and overseeing entire projects. With greater responsibility comes higher compensation, so base salary tends to increase as well.
Consultants may also receive performance-based incentive pay in addition to their base salary, depending on their results and level of contribution. For those who prefer to stay on the front lines rather than move into management, it is entirely possible to build income through incentive pay while continuing as a consultant or manager over the long term. In some cases, earnings can reach levels comparable to those of managers or partners, making this a viable career path for those who want to deepen their expertise while remaining in a hands-on role.
Other options include founding your own consulting firm or going independent as a freelance consultant. Some people leverage their consulting experience in their 40s or 50s to establish outsourcing companies or professional services practices.
Salaries in the Consulting Industry Tend to Be High
Salaries in the consulting industry vary significantly by individual, generally ranging from approximately 5 million to 7 million yen. However, compared to Japan’s average annual salary of 4.43 million yen as reported in the National Tax Agency’s 2021 Private Sector Wage and Salary Survey, this represents a notably high level of compensation. At top-tier international consulting firms where strong academic and professional credentials are required, earning between 9 million and 13 million yen is not uncommon.
Additionally, because performance is evaluated on merit rather than seniority, it is possible to exceed 10 million yen in annual income even in your 20s. If the prospect of earnings that reflect your ability and effort is appealing, consulting may be worth pursuing.
Types of Consulting Firms
Consulting firms are not all the same — they are divided into distinct types based on their areas of specialization. The main categories are listed below.
- Strategy consulting firms
- General consulting firms
- IT consulting firms
- Think tank-affiliated consulting firms
- Healthcare consulting firms
- Organizational and HR consulting firms
- Financial advisory consulting firms
- Domestic independent consulting firms
- Audit firm-affiliated consulting firms
- Function- and industry-specialized consulting firms
- Corporate and business turnaround consulting firms
Here is an overview of the main types of consulting firms — take a look and see what resonates.
Strategy Consulting Firms
Strategy consulting firms advise on operational direction and company-wide management strategy. Because they work primarily with executives and senior leadership, consultants at these firms are typically seasoned professionals with management experience. They generally focus on upstream work, and when operational improvements are needed, they may bring in relevant outsourcing partners to handle execution.
General Consulting Firms
General consulting firms are not limited to a single type of solution — they are equipped to address a wide range of management challenges. In addition to core consulting work such as strategy development and process improvement, they may also handle areas like security infrastructure and recruitment practices. As a result, these firms employ a large number of consultants with diverse areas of expertise, and they tend to be larger in scale.
They also maintain strong relationships with external specialists, including CPAs and labor consultants.
IT Consulting Firms
IT consulting firms support the selection and implementation of tools and software designed to improve operational efficiency. Some firms offer end-to-end services that include custom software development, providing fully tailored systems built to client specifications.
With demand for AI and big data analytics growing rapidly, the need for IT consultants who can help companies leverage these technologies to address management challenges continues to expand.
Think Tank-Affiliated Consulting Firms
Think tank-affiliated consulting firms specialize in market research and industry analysis. With deep expertise in economic research and market intelligence, they gather information through a variety of methods, including consumer surveys and interviews.
Some companies turn to these firms when conducting preliminary research before expanding overseas, using their insights to understand local culture and consumer behavior.
Unlike pure research firms, they are also able to develop strategic recommendations based on their findings, making them a natural choice for clients who need comprehensive support.
Healthcare Consulting Firms
Healthcare consulting firms primarily work with hospitals and clinics, partnering with them to develop initiatives aimed at improving operational health. The medical industry is particularly specialized, with unique cultures and regulatory frameworks that vary by clinical department, making this one of the most expertise-driven areas within consulting.
In support of appropriate medical organization management, these consultants may advise on everything from staffing to equipment procurement. There are also consultants who specialize specifically in elderly care facilities or the pharmaceutical industry.
Organizational and HR Consulting Firms
Organizational and HR consulting firms focus their work on the “people” within an organization — covering areas such as hiring, training, and employee development. In some cases, they may also be called upon to revise work rules and compensation structures, where knowledge equivalent to that of a licensed labor consultant becomes relevant.
In recent years, there has also been growing demand for conducting employee engagement surveys and stress checks, with these firms often serving as the operational team that carries out the work. Companies whose primary offerings are intangible — such as professional services — tend to place particular value on human capital, making organizational and HR consulting highly relevant to them.
Financial Advisory Consulting Firms
Financial advisory consulting firms provide guidance aimed at improving the financial health of their clients.
Their support spans a wide range of financial matters, including the development of financial strategy, investment portfolio construction, accounting work for financial reporting, and preparation for shareholder meetings. In some cases, they also handle M&A transactions.
Because strong negotiation skills are required, some professionals build experience in other consulting disciplines before transitioning into financial advisory roles.
Domestic Independent Consulting Firms
Domestic independent consulting firms work to improve overall performance through practical, ground-level improvements in areas such as productivity and quality management.
Their clients are often small and medium-sized enterprises, meaning consultants at these firms are involved in important decisions that help define the direction of a business. Many of these firms were founded during Japan’s postwar period of high economic growth, and some of the most established names in domestic consulting have been around for decades.
Audit Firm-Affiliated Consulting Firms
Audit firm-affiliated consulting firms provide advisory services focused on improving financial, tax, and accounting operations.
Their work overlaps with that of financial advisory firms, but a key distinction is that “auditing” is an exclusive function of certified public accountants — which means these firms employ a large number of CPAs.
Holding a CPA credential makes it significantly easier to transition into this type of firm, and it serves as a meaningful stepping stone in a consulting career.
Function- and Industry-Specialized Consulting Firms
Function- and industry-specialized consulting firms focus exclusively on a specific function or sector — such as construction or manufacturing. Their defining characteristic is that they are often founded by practitioners who have leveraged their deep domain experience and knowledge to build an independent practice.
Their clients frequently include companies looking to enter increasingly competitive global markets. This type of firm is particularly well-suited to those with a specialist mindset who want to apply their expertise to its fullest potential.
Corporate and Business Turnaround Consulting Firms
Corporate and business turnaround consulting firms specialize primarily in debt restructuring. They support efforts to restore healthy relationships with financial creditors, business partners, and customers, while also helping define a strategic direction that enables sound management going forward.
Their work may also involve shifting focus toward more profitable business lines, cutting underperforming divisions, or leading large-scale organizational restructuring efforts.
Consulting Is an Industry with Strong Future Prospects
Consulting is an industry with strong future prospects, and it continues to be a candidate-favorable market for job seekers.
One key reason is the increasing diversification of consumer needs. As consumers expect more personalized and tailored offerings, many companies find themselves uncertain about which direction to take their business. At the same time, businesses face growing complexity in managing environmental responsibilities, diversity and inclusion initiatives, and globalization — all of which raise the bar for balanced, well-rounded management.
In this environment, consultants who can offer informed, specialized guidance have become increasingly valued. The strong earning potential in consulting reflects not only the depth of expertise required, but also the growing market demand for that expertise.
Frequently Asked Questions
We have compiled answers to common questions from people considering a career in consulting or curious about the profession.
- Who is suited for consulting?
- Who is not suited for consulting?
- What skills and abilities are required for consulting?
- Can I become a consultant without prior experience?
If any of these questions resonate with you, take a look.
Who Is Suited for Consulting?
The following types of people tend to be well-suited for consulting.
- People with a strong hunger for achievement
- People with intellectual curiosity and a desire to learn
- People who can motivate themselves to grow independently
- People who are fully committed to delivering results
- People with strong physical stamina and mental resilience
Having a natural aptitude for consulting tends to lead to faster growth and earlier impact after joining a firm.
Who Is Not Suited for Consulting?
On the other hand, the following types of people may find consulting less suitable.
- People who prefer routine, repetitive work
- People who prefer working independently and quietly
- People who rely heavily on manuals and set procedures
- People who need fixed days and hours for their time off
Consulting is client-facing work that demands flexible thinking, and it can involve irregular hours — so it is worth keeping that in mind.
What Skills and Abilities Are Required for Consulting?
The skills and abilities required for consulting include the following.
- Listening skills that allow you to genuinely hear perspectives different from your own
- Communication skills that enable effective collaboration within a team
- Presentation skills to convey ideas clearly to a large audience
- Quantitative ability to conduct precise data analysis
Specialist knowledge is certainly an asset, but for those starting without a consulting background, it can be developed over time. What is harder to train — and therefore more predictive of success — is strong communication and listening ability, which are the qualities that tend to matter most from the outset.
Can I Become a Consultant Without Prior Experience?
It is entirely possible to enter consulting without prior experience. Some firms even recruit new graduates, so neither age nor background is an automatic barrier.
That said, for career changers without consulting experience, the early-to-mid 30s tends to be a practical threshold in many cases. Consulting roles aimed at candidates in their 40s and 50s typically require a demonstrated track record and relevant experience, so it is worth being mindful of that.
Conclusion
Consulting is a broad field that spans everything from information gathering to strategy development. Having a clear sense of what the work actually involves and what kind of person tends to thrive in it will help you assess whether it is a good fit for you.
People well-suited for consulting include the following.
- People with strong listening skills
- People who are committed to delivering results
- People who are strong with numbers
- People who think positively
- People with a strong drive for self-improvement
As consumer needs continue to diversify, the market for consultants who can provide expert, targeted advice is growing. According to the consulting firm salary rankings published by Nensyu Labo, a salary research site, the top four firms all report average annual compensation exceeding 10 million yen. For those who build experience and a strong track record in consulting, reaching that level of earnings is an achievable goal.
Consulting also equips you with a wide range of knowledge that can make it easier to transition into other consulting specialties, or even to start your own business — giving you broad career flexibility.
If consulting interests you and you believe you have the right aptitude, it is well worth taking the leap. And even if you feel your skills are not quite there yet, they can absolutely be developed from where you are today.
