What to Look for in a Consultant
A client recently asked me about my thoughts on how to choose a consultant. This an interesting question considering they had already chosen me. But it caused me to reflect upon what are the best practices for hiring a consultant. What should you be looking for?
While it might seem initially to be looking in the wrong direction, the first and most important thing is can the nonprofit articulate exactly what it needs. If it's not clearly identified and articulated, my experiences are that no consultant actually gets the results they want because they end up guessing potential solutions since they don't actually know the problem. Having clarity about the scope of work being requested is essential.
Hands-on experience is critical. Has the consultant actually done the kind of work that's necessary? Can they show you? Can you talk to the people they worked with? Experience at the proper level counts for something.
While not an issue for me, knowing who's going to do the work can be important. Many times, in larger firms there's a difference between the person selling the business and the person who will actually fulfill the contract. Finding out the exact consultant who will be assigned at the beginning allows for clarity about their experiences and knowledge.
At the end of the day, the commodity I am most concerned about regarding clients’ work is trust. Does the client trust me? That doesn't mean they always agree with me. There have been many times where I’ve given advice and the client has chosen to go a different direction. But the question that should be asked is did the client believe I was giving them the best possible option and solution to the issue? As long as the answer is yes, the decision is truly with the client because they have to live with the consequences.
The ability to communicate, both internally with the client and team, and with other stakeholders, is essential. Do they carry a level of authority or authenticity that can help move the needle when it comes to naysayers? Do they answer questions and seem engaged? And when challenging situations arise, do they have the gravitas to stand in the discussion rather than shy away from the challenge?
Do they have a plan for whatever the scope of work is the most under-discussed and yet the most tactical thing that comes from a conversation regarding a consultant? What is the plan should be the question every nonprofit asks. It's important for the client to be able to see the generalized map of what's going to occur. That does not mean that there won't be adjustments and changes. But it's much easier to get to your final destination if you at least have a map of where you're going.
While none of these seem overwhelming, add them together and you end up with a much better outcome and relationship with your consultant. These are the things I look to and for in my relationships with clients. If these things exist, I know the client's going to get the end result and have a great experience along the way.
