Understanding Consulting Services

Perspective, Objectivity, and Resources
Learning To Fish
When Do You Call in a Consultant
When is it Not Worth Calling a Consultant
How to Make the Most out of Hiring a Consultant

There is a mystique around the term consultant or work described as consulting, in many cases it becomes a catch-all term for any one who wants to hang out a shingle.  It is very important to the team of Soltys, Inc. that we give you a clear understanding of what to expect through our consulting services.

Perspective, Objectivity, and Resources

A consultant has the ability to look at your business needs through a different perspective with more objectivity and in many cases broader experience and or resources than the individual(s) in the day to day work operations or the owners of a company. We are able to come in with a clean slate, no agenda, and without the personal relationships that develop when you are too close to the fire. The ideas and suggestions offered are not necessarily unique or original and often have been observed at work in another situation. The consultant then works with the client to customize and sometimes assist in the implementation

Learning to Fish

In a lot of cases, by the time the consultant is called in, the situation has developed to a level of near crisis or at minimum, worn through the energy and creativity of the owners and staff. The hope often is that the consultant will either just come in and wave a magic want fixing all of the problems or "just do it" When the consultant comes in under these circumstances, the engagement rarely brings the results desired and the client often feels that "things were fine while the consultant was there and went back to status quo when they left." The primary reason is that a good consultant must maintain a certain amount of distance to be effective and not become immersed in the situation. In order to make this work, the consultant must work through others to meet objectives, not be the point of fulfillment.

One of the highest complements that can be paid to the consultant is when a client comes back with a success story, talking about the results in the first person. In those cases, there was a transference and internalization of the ability to solve their own problems facilitated through the consultant. A good consultant does not simply help the client but teaches them to help themselves. The consultant helps them learn, implement and internalize the needed skills, thereby learning to "fish."

When Do You Call in a Consultant

Time is indeed money. Even though the consultant’s fee may appear to be high initially, when you actually take a look at the cost of lost business or business problems that may be solved or greatly alleviated within a timely manner (and without you bearing the cost of gaining the experience and resources the consultant brings), the value becomes easy to see. If you need to take advantage of timing and do not have the time or money to invest in personnel, learning, and resources, it is time to consider hiring a consultant. You need to evaluate the potential of the results in determining the urgency of the need.

When is it Not Worth Calling a Consultant

• If you are unwilling to commit to making changes necessary.
• If you are really using the consultant to meet the needs of a personal agenda.
• If you are unwilling to work with the consultant to set achievable objectives
• If the crisis has progressed to the point that there is no hope of valuable results.
• If you are unwilling to be open with information that will be valuable in the process.
• If you have already determined that this is an effort of futility.

 How to Make the Most of Hiring a Consultant

• Determine the objectives that you would like to fulfill and present these to the consultant as a request for proposal (RFP). Make sure that you have involved all of the necessary people in the process. In some case, if you do not have enough information or manpower to do this, a consultant may be hired to assist you, changing the process a bit

• Once you have received the proposal back, review it to make sure that your needs will be met. Evaluate the suggestions and approaches offered by the consultant. Convert it to a plan that may become an attachment to the contract.

• Should you chose to accept the proposal in its initial form or a negotiated form, make sure that there are points of performance for all parties are clearly stated with any consequences or benefits necessary.

• The consultant should offer a contract which may have a certain amount of boiler plate language but with addenda to ensure that the proposal and all issues of performance are included. A payment schedule should be a part of the agreement.

• It is not unusual for the consultant to also be a provided of tools, software, publications or other items. Make sure that you understand what you may need to buy in addition to the consulting services and what your options are in making the purchase. Often it is simplest through one source and may save you shopping time.

• It may seem like a reasonable approach between reasonable people to work without a signed document, however, remember that the risk and benefit of a contract will be a two way street. Lack of a contract provides little opportunity for recourse.

• Should you find that your needs have changed, keep the lines of communication open and amend documents as necessary