How to Get the Most Out of Working with a Consultant
Nonprofit leaders - consultants are giving you exactly what you ask for - and that might not be a good thing.
Here's how to get better help on the projects you hire out.
When you're making the decision to pursue a consultant or outsource work, you've probably already identified:
a need to address or problem to solve
some idea about what you think you need to solve it
You may have also discussed:
What success looks like when your need is addressed or problem is solved
How much you're willing to invest to achieve that success
This next part is where things can go a little sideways.
Rather than using a solution-focused process that uncovers a variety of potential approaches to addressing the need and achieving the success you're looking for, many organizations jump straight to a Request for Proposals (RFP) that dictates a process-focused approach for how you think you want the problem solved
This approach will get you responses from consultants who are willing to give you that specific thing or process, but it won't necessarily get you a solution to your problem.
It is so common for clients to ask for one thing when they really need something else.
If you're ready to get better help, here are 3 things you can do starting today:
Answer Heather Yandow’s “5 Questions to Answer Before You Call a Consultant” or work with a strategic advisor (like me) who can help you get clear on the problem and what success looks like, explore and discuss options, and take the right next steps.
Consider a Request for Conversations Approach that will enable you to learn more about how different consultants work and the variety of solutions they offer. PRO TIP: This approach gives you greater access to top-notch consulting talent as many brilliant small business owners are opting out of RFP processes.
If You Must Do an RFP, Make It More Meaningful - Stay focused on your goal, a short-list of must-have requirements (including specific timelines), and the budget you're willing to invest. Enable the experts you're requesting from to tell you how they'd solve your problem given those guidelines. (See Manal Sayid, MBA's great post on honoring consultants’ expertise for more.)
Interested in learning more about how to get better help on the projects you hire out? Join the conversation on LinkedIn.