As we move closer to launch, it is important that we keep focus on the needs of our potential clients, and what drives them to use consultants or not. Recognising the common barriers to hiring consultants will be important when developing a relationship with a client. This 2 part blog reviews my top 10 questions that create doubt and uncertainty for our clients, and how Cosmapec can answer these. Part 1 will answer Questions 1 to 5, with 5 more to follow next week.
1. If we hire them, will they say nasty things about us?
The brutal truth here is that management consultancies are usually hired at critical points for companies. Expansion into new markets or product sectors, acquisitions or mergers all can stretch the capabilities of an organization past its breaking point. Alternatively consultants may be hired to engineer a turnaround for a struggling company. These require that consultants point out the weaknesses that are holding the company back. Delivering the bad news is one of the hardest parts of a consultants work and it requires tact and understanding to do this successfully. All conclusions that are critical of a clients operation need to be backed up with clear data and analysis to support the need for change.
2. Will they find out our worst secrets?
Probably. There are a host of reasons why some undesirable practices in a company persist, however the great companies show that it is possible to continuously improve and eliminate these. Cosmapec consultants have the expertise to recognize when difficult situations need to be addressed, and the experience to recommend implementable solutions.
3. Will the staff think the company is in trouble?
If the company is, they will know anyway, and if it’s not there will be a need to explain why consultants are being hired. If the company is in trouble the good news is that the staff will most likely have the answers to the problems. The answers just aren’t getting up to the decision makers. Consultants are free from the complex organisational constraints that bind full-time staff and can bring solutions to the table.
4. Are we going to have to change the way we do things?
Most likely yes. One of the main reasons for hiring consultants is so companies and organisations can safely navigate through the difficult process of change. Producing implementable recommendations, and if necessary helping to facilitate the change management process is a key deliverable for Cosmapc.
5. Who will do my job when I’m working with them?
This is often a big question for many associates when they find they will be working with consultants. If a company is going to get the expected results from using consultants it needs to free up its best and brightest to work with them. For short-term assignments this is usually straightforward, but for longer-term projects, then one of the main success factors will be putting in place the organisation to support it and free up the talent required.
Tune in next week for the answers to the final 5 questions:
- Are we ready to work with management consultants?
- We’re unique, how can they understand us?
- Why do we need consultants when we’re successful?
- Can’t we do this without them?
- Aren’t they expensive?
implementation matters 