How to get value from consultants | Constance Siaflas

The consultant adds value to the client by aggregating knowledge from various stakeholders and providing more dedicated resources for the problem. However, it is not difficult to get real high value from consultants. But to do this, the following nine conditions must be met. Too many customers start expensive IT consulting and system projects without verifying that these common-sense elements are in place.



1. Your employees can't solve the problem 

If you are considering purchasing consulting services to redesign your process, develop a new organizational structure, or whatever, you need to make sure that no one in your organization is competent for the job and accurately determine the level of help you need for consulting services. 


2. Your management team has correctly identified that issue

The next question to ask is whether you and your management team could in any way be responsible for the situation with which you want your consultants to help you. It is unusual for an organization to have a problem that is not to some degree related to the way management leads the place. If you are able to make a reasonably honest and objective assessment of your own role in creating a situation where you believe you need consultants' help, you are much more likely to buy the correct consultancy.


3. Your consultant sells solutions

Product before hiring a consultant, and must take into account what they can do and can not be provided. In particular, you must evaluate if you are trying to provide customized solutions that are actually customized in your situation, or if you are trying to kill some services of the hometown. And if your consultant is connected to the IT system house, you must have ringed all the warning bells. You may need it before you really need it before you are convinced that you buy it, you can be under the best pressure to merge some things you really need.  


 

4. Your consulting company has the right skills 

 When a consulting company expresses an interest in working for you, there is nothing wrong with insisting on checking the consultant's resume that will be published in your organization. If they do, many consulting companies will refuse this request. In any case, they may not be the type of consulting company you are willing to work with.


5. The consultants with the right skills will work for you

When your consultancy is trying to sell to you, they will probably give you loads of face time with their experts with the skills relevant to your situation. Too often, once you have signed the contract, the experts become scarce and you're left mostly with inexperienced "billing fodder". You should demand that the consultancy includes in your contract a firm written commitment as to how many days per week the experts will be on-site working on your project.



6. Your consultants agree on the basic part of your rates on results 

Usually, they will give all kinds of excuses, they can not be responsible for external events in the market, the economic situation can change suddenly, but one of its main customers is another that can be moved to a provider, and the competitor can perform A new more aggressive strategy that affects your earnings. 


These excuses are valid, but you should be able to find some performance measures that indicate if you have delivered your promised dreams. If you deny that you are based on at least 30 percent of your commissions to your results, you should consider doing business with another person.  

  

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