What to look for when hiring a business consultant.

First, I am a business consultant, so I have a view to advance, my own.

Second, there are many excellent business consultants, who know their stuff and deliver what is asked for, other then myself.

Unfortunately there are far more that do not deliver a fair service for the money charged so this evaluation process is an important exercise. In addition, a consulting relationship requires a certain amount of trust between the consultant and the client, and since trust can only be established over time with much action between the parties, it is a difficult decision to make when you hardly know the man at all. Thus relying on past performance is important and other peoples opinions and experience  who have worked with the consultant is crucial.

However I also believe that I am the best person possible to discuss the ins and outs of hiring and using a business consultant, who better, as I am willing to put my cards on the table and be inspected. Compare my analysis with any other consultants. Lets see how it looks, as I show you what to ask to help you determine the potential success of a professional consultant relationship.

Like any area of specialty, you must have an idea what you are looking for in order to select the correct consultant. The consultant must not only have skill, expertise, and direct experience but as important there must also be a synergy of compatibility, chemistry in a word.

Thus when searching out an effective and appropriate consultant, a professional who claims expertise and a willingness to apply his expertise to your circumstances for the purpose of bettering your situation, there are a few basic issues to examine.

Most important is to ask other clients these questions, clients who have already had the experience of working with your potential consultant. Nothing is more relevant then finding out how the consultant performed with others, what better test is there?

Here is what you should be asking previous clients of the potential consultant, and ask many, not just one, yes its time consuming but its time well spent.

1. How long has he been in practice? Surely you want a man of great experience.

2. What is his area of specialized expertise? Can he handle an IRS issue, a bank foreclosure,                               undercapitalization, employee issues, marketing and sales issues, organizational problems, a business         plan, a growth and development plan, etc etc. etc. Does he have experience with your specific issue.

3. Perhaps you do not know exactly what your issues or problems are other then revenues are too low               and profitability appears non existent, then you need to check references to see if he has handled this         general type of problem successfully. I call it creating a profitable organization, which requires an                 integrated plan supporting every aspect of the business, sales and marketing, operations and finance.

4. While on the very important subject of references, you must ask for and check out a handful, at least           six. You will learn an enormous amount from such an effort and its well worth the time spent. No one         can have six cousins, or brothers.

5. In fact, the references you check must reflect the exact problem you are trying to resolve as what is the         point of having references for a problem you may not have, its successful experience you are looking           for. This does not require a consultant to have worked in the same industry, as business is business,           but the consultant must have dealt successfully with the same problem or objective you are seeking             help with.

6. Additionally when checking out references there are many subtle issues you will want to inquire about         such as:

a. Does he show up when needed, often enough, and for a long enough time period to do the job? Is he           attentive and focused when he does show up?

b. Is he available by telephone whenever you need him?

c. Does he come when necessary even if it is not scheduled?

d. Does he address additional issues not necessarily described in the contract or agreement?

e. Does he go the extra mile, doing more then asked?

f. Does he exhibit expertise and understanding? Does he understand your business and your problems?           Is he a quick learner?

g. Is he flexible with payment terms? Does he stop working if the check bounces or is late? Is his                     contract understandable? Does his contract state exactly what he will do?

h. Is he fun to be with?

i. Does he solve the problems?

j. Does he work by the hour or with a flat fee?

k. Does he require a large deposit?

l. Does he have other resources to draw upon such as accountants, lawyers, financial people etc.?

m. Does he exhibit expertise?

n. Did he have a plan?

o. Did he execute the plan? Does he explain the plan to you?

p. Did he care about you as an individual?

q. Does he teach you new skills?

r. Does he get directly involved? Hands on training and problem solving? Does he teach?

s. Is he an effective leader?

t. Does he consider your point of view and adapt to your needs?

u. Does he succeed in delivering his objectives?

v. Did his clients get adequate value for the money spent?

w. Is their business organization better after his efforts then before.? Did they experience improvement              early in his program?

x. Does he demonstrate confidence? Does he inspire change?

y. Did he hit any home runs?

z. What is his guaranty?

aa. What if he does not deliver as promised?

bb. Can you call him after hours? At home? On weekends?

cc. Would they recommend him and hire him again?

Ask these questions and you will know if you have the right man for the job.