Kitsap Peninsula Business Journal
3-8-2002
Why hire a consultant?
By Doña Keating
   Why hire a consultant? Aside from the typical reason - cost effectiveness -a consultant can provide an objective and expert point of view without a vested interest in preserving the status quo. He or she can recommend effective strategies, which may have been previously overlooked. Consultants provide services in business, management, marketing and many more venues — providing expertise on everything from professional writing to image development.

In choosing a consultant to assist in the realization of your company’s vision, consider the following to maximize on the relationship:

  • Recognize the consultant is there to provide advisory feedback. Be realistic about the timeline in business turnaround, and wary of promises of overnight success. A consultant should be resourceful and knowledgeable within your industry towards a realistic and feasible solution.
  • Articulate your goals with as much specificity as possible. Expressing generic displeasure with sales doesn’t paint a clear picture. Discuss explicit intentions so the consultant can address what needs to be accomplished.
  • How willing are you to provide records, staffing assistance, or office resources to facilitate the consultant’s analysis? Assess the level of your commitment to this process.
  • Negotiate fees and the manner in which they are determined or billed before proceeding. Some methods involve hourly, flat or project-oriented rates.
  • Don’t be afraid to interview a potential consultant. Open a dialogue about his or her experience, case studies or success stories. Explore confidentiality or conflict of interest issues regarding your competitors, or the consultant’s other clients. Never underestimate the importance of good rapport or a personal comfort level.
  • Follow up by requesting at least three (3) references. Contact them for feedback just as you would for a permanent employee.
  • Formalize the relationship with an agreement, which spells out all terms regarding work to be performed and fees. Identify the product: are you contracting for analysis, its implementation, or both? Have an attorney review it for legal and business prudence.
  • Knowing when to hire a consultant is a decision which requires savvy and insight. Approach it intelligently and realistically for the ultimate win-win solution.

    (Editor’s Note: Doña L. Keating is President and CEO of Professional Options Inc., a business, IT and policy consulting firm. She may be reached at (360) 613-5876 or dlk@professionaloptions.org.)