A business consultant is a professional who, for a fee, helps the leadership of the client organization define and achieve its goals through improved utilization of resources. Ideally, he partners his client in an end-to-end implementation of a change, as well as, its sustainability.
Why is a Consultant needed?
Consultants are hired for some of these reasons:
- When the management is expecting better performance but is uncertain how to achieve it
- The problem has been identified, but the management lacks the knowledge or skills to solve it
- Management has the necessary knowledge and skills, but lacks time and resources
- When an independent and expert third-party opinion is solicited, either to confirm a decision or to provide alternatives
- Expected, long-term results are not seen despite the required efforts by the management
Consultants charge their clients on the basis of numerous factors which include but are not limited to – client’s need for special knowledge and experience; competition for the consulting opportunity; reputation of the consultant; and if known, the benefit of a successful outcome to the client .
How to choose the “Right” Consultant?
It is critical to interview at least 2-3 consultants before making the final choice. 3 key considerations:
- Prior experience in handling similar situations (make sure to go through the past case studies and confirm the consultant’s previous successes in a similar setup)
- What do the references say about the candidate’s ability to deliver?
- Has the candidate been able to establish personal rapport with the management during the initial interactions?
This is what you are really looking for:
- Experience that encompasses and goes beyond your project scope
- Ability to complete assignments on schedule and within budget
- Ability to develop practical recommendations and to have them implemented successfully
- Ability to work with people diplomatically and effectively to reduce disruption of ongoing operations
- Degree of trust and rapport established with all key stakeholders
How to ensure successful completion of the project?
Buy-in from all stakeholders is the most important ingredient. Inform all concerned, either through a general meeting or personal memos, that a consultant has been engaged, and explain the purpose of the collaboration. Make sure to clear any doubts/issues that people may have regarding the engagement. Otherwise, you may be setting the consultant up for failure. Bridge all information gaps in the beginning itself.
As the project progresses, be available to the consultant to review progress, clarify information, or help in resolving ad-hoc difficulties. Be candid while voicing concerns to the consultant, but at the same time, avoid pressuring the consultant to discuss findings or recommendations until he has thoroughly researched the situation and is ready to do so on his own.
Success of a consulting project can be measured in various ways, such as, what measurable savings are realized, how much new business is generated, or delays are eliminated to what extent. Some projects, however, may have outputs that are only realized gradually. In such a scenario, ask yourself a question – “On balance, would I hire the same consultant again?” If the answer is a resounding “Yes”, the project can generally be considered a success.