An inspired mind is the gateway to future!
Shekarsan
3A, Prasantham
141, St. Mary's road, Alwarpet
Chennai, Tamil Nadu 600018
India
ph: 91 44 24335854
rshekar
5 sensitive questions that clients are often shy to ask but need to know
5 Questions that can help you find the Management consultant you can trust:
Just as you rely on the advice of your family Doctor, Lawyer and Chartered Accountant you would rely on the judgment of someone who can generate and keep your trust before you engage with them. When clients are in doubt, they would rather let the 'sleeping dogs lie' until they are forced by circumstances to act.
More often than not, it is our experience that clients often come to us rather late than early. Many would have already lost a lot of time and precious people; some would also have burnt their fingers experimenting with people that learn on others' expense.
Your problem: You DO need someone but DO NOT know whom to ask or where to go to.
Here are FIVE key questions you may have that may help you decide if we qualify to be invited and talked to. We would encourage you to explore the possibilities in absolute confidence. We do not charge for any services unless it is clearly stated and explicitly agreed.
- Question 1: How do we know if we need an external consultant at all?
- You know of a MISSION CRITICAL activity that needs urgent attention but no one has the time, inclination or the expertise to apply their minds and bring it to a definitive closure.
- You are facing the problem daily and DO KNOW that it is costing you time, energy, money , morale and reputation but you are feeling helpless. There are multiple versions of the root causes but no one is for sure what needs to be addressed.
- Too many people have a VESTED INTEREST in the success of the project but no one is willing to stake their time or reputation. While rewards may be too tempting, the perceived risk may simply be to high for any one of the internal stakeholders to step up to the challenge
- Question 2: When the Big 5 fail us, we take it in our stride; but when a local consultant is hired, our own judgment, wisdom and trust is put to question. How do we minimize that risk?
- Excellent question. Fatalities are common to both government hospitals and Private clinics.The client and the consultants, Big 5 or otherwise are as much entitled to fail as they are capable of succeeding. The success relies as much on the condition of the patient as on the expertise of the Doctor.
- A wise doctor will never let the patient down, but will give the right advice ( however unpleasant) and administer a timely remedy ( howsoever bitter or expensive). It is a shared responsibility.
- No one likes to lose deliberately; reputation is dear to all of us. Client holds the key!
- Question 3: How can we minimize the risk of engagement with an external consultant? How can we be sure of the credentials of the consultant?
- Make out an explicitly well articulated and comprehensive business case establishing the need for a consultant to be engaged. If you are not clear, it may be worth investing in getting the consultant to do a due diligence for you and table a report. Only 50% of such diagnostic studies have been found to have a business justification to go forward. If you want a fair assessment, be willing to pay; it is like the diagnostic fee you pay the lab before the doctor undertakes to take up the patient. Good consultants will not work for free.
- This will tell you a lot about the consultant and his skills; of course the consultant will also know a lot more about you as a client. It will always do good to know better in advance!
- Question 4: How do clients justify the price demanded by them? Can we negotiate without fear of being compromised?
- First, the price depends upon what your need is. If you are shopping for expertise, as a policy it is always better to shoot for long term value than play for short term cost advantage.
- As a rule, it is better to keep the scope very tightly defined and manage on a milestone based outcome and a fee tied to it. If the problems is well known and the time can be clearly estimated, the consultants may be willing to work for a lump sum or a per Diem rate.
- If the subject is less technical and more cultural, you may consider hiring them on a retainer-ship basis or a nominal fee and a share of the long term gains.The longer the association of the consultant with the organization, the more insightful is their contribution.
- First, the price depends upon what your need is. If you are shopping for expertise, as a policy it is always better to shoot for long term value than play for short term cost advantage.
- Question 5: What is our own role as a client in making a success of the consulting engagement?
- Hire for proven expertise, not for age, proximity, brand equity or even familiarity.
- Be objective; help the consultant understand your need and stay open to listen to their advice. If you want the consultant to echo your own premeditated ideas and give it the seal of objectivity, recognize this as a compromise.
- Don't take a consultant's advice at face value; do not shy away from questioning them until you are fully convinced. Since you know your business best, do not expect the consultant to know more than you do about your business.
- Be prepared to listen; tougher your question, deeper may be their response. Many a times, the consultants surface 'inconvenient truths' that are somewhat difficult to digest. so if they do, DO NOT SHOOT THEM; after all this is what you hired them to do in the first place. Recognize that they are doing a job the client could not get done on their own!
- Hire for proven expertise, not for age, proximity, brand equity or even familiarity.
Even if you are not looking out for a conultant
If you have a pressing issue or a daunting question that is eluding an answer, just write to us. We may not have an answer but will at least come up with a view you can consider or disregard.
Drop a line. We would love to hear from you.
Copyright 2011 Shekarsan. All rights reserved.
Shekarsan
3A, Prasantham
141, St. Mary's road, Alwarpet
Chennai, Tamil Nadu 600018
India
ph: 91 44 24335854
rshekar
