How to Choose the Right Consultant
You want to be able to recognize two critical talents in any consultant you’re thinking of entrusting with a large project. One is task orientation and the other is process orientation.
Task orientation is getting the job done well, on time and on budget. Is the consultant competent? Process orientation is how the consultant goes gets the job done and
what they’re like to work with.
Whomever you choose needs to have a balance of both talents. I never realized how easy it was to work with me as a vendor until I
became a client. I inherited some pretty difficult vendors - argumentative, strategically off-target, creatively off-base, not willing to listen
or partner. Even through the quality of work was good and the price was right, the process was so unpleasant that I didn’t want to work with them.
Process counts. It makes the experience of working with someone enjoyable or a pain in the neck. So here’s what to look for.
The Proposal Process
Information-gathering: Does the consultant ask questions about what you need in terms of deliverables? What results are needed?
What is the strategy? What are the deadlines? What is the approval process? Does the consultant focus first on what YOU need or on
what they would like to do with your project?
The proposal: Is it easy to understand? Is there a grand total or do you have to plow through it and add all the components up yourself?
Did the consultant listen to what you said in the information-gathering meeting and follow your instructions? Does the proposal reflect that?
Is there a provision for client-generated change and how they will impact costs? And how will you as a client be made aware if costs rise
over those in the proposal? Will you have the opportunity to approve higher costs before they are incurred?
If there’s a disconnect, that’s a red flag. Ignore it at your own peril.
You can learn a lot in the proposal process. If it’s pleasant, efficient and reflects what you’ve asked for, you’ll find working with this
consultant easy. If your experience is confusing, requires you to do a lot of extra work or doesn’t answer your needs, working with
this consultant will most probably be a pain. And with corporate life as it is, you don’t need any more pain.
What it all really comes down to is communication skills: listening well, asking the right questions, and getting on your bandwidth.
If they can’t show that in the proposal, it won’t show up in the working relationship either.
The Working Relationship
So the proposal process has told you this is a vendor you want to work with. Here are some things to look for in the working relationship:
Does the consultant give you a plan for submitting the first draft, initial concepts or first stage of the job? Do you get a reasonable
production schedule that lets you know due dates? Does the consultant meet the due dates and is the quality of the work what you
expected? What is their attitude toward revisions?
If there are glitches in the project, (the consultant experiences delays in getting information from other sources, for example) are you made
aware of it and is there a back-up plan or remedy so your project stays on schedule?
Is the consultant flexible when you need to change or adjust priorities? Do they offer workable suggestions on how that will handle this?
Does the consultant give you timely and regular progress reports/? Or do you find yourself wondering what’s happening with your project?
Does the vendor work well with others on your team? Or are you getting complaints about delays or lack of cooperation?
The final invoice: Is it what you expected? Or is it a nasty surprise? Do you easily see the components that add up to the bottom lime? Are the terms and
payment information clearly stated? Are your PO and job number included? Are your pre-payments or progress payments properly credited?
How you answer these questions determines whether you want to work with the consultant again. If their communication skills and level
of professionalism are good, as well as the quality of work, you have the basis for a productive and enjoyable partnership.
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