The Power of an Outside Consultant

Logging on today I just realized it's been over a month since my last post. I have written so many posts in my head, but haven't taken the time to get them online to share. My priorities have been elsewhere. It's interesting because I find the blogging world to be a parallel universe of which I communicate with a different set of people then I communicate with on a day to day basis. But, I'll save those observations for another time.

Lately I've been quite busy serving clients! That's a good thing. I'm doing a couple of consulting engagements that has given me a greater appreciation for the power of an outside consultant.

One of the engagements I'm currently involved in is with my former employer. I'm working with the marketing team on their client loyalty & reference programs. In the month or two we've been working on this project I have found my efforts much more effective then when I was an executive at the company. Here are some of the reasons why:

1. The consultant is not sucked into internal conference calls and meetings. All companies have a tendency to get so internally focused, they spend millions of staff hours on internal conference calls & meetings with the premise that we are "communicating". Unfortunately, this "communication" across teams becomes very time consuming and keeps individuals from actually working on the projects that will help the organization grow or improve their efficiencies.

As a consultant, I get to work each day on the task at hand. I use my talent and experience to help move the project forward, coaching others, sharing industry best practices and collaborating with the business leaders on the areas that will help the organization achieve their goals. It's a much more productive use of my knowledge than sitting in status meetings, attending team calls or whatever internally focused activity my calendar would typically be booked with.

2. The consultant sees the company from the outside in. In both of my current consulting arrangements I have been able to point out how prospects or clients may experience the company and help make changes to improve that experience. The most visible example is the website. Often, companies present the web content in a way they are organized, or they publish content and never go back to update it as their strategy changes.

As a consultant, you experience the company as an outsider. You haven't been immersed in the internal chatter and you can still see things as your clients or prospects may see it. You are able to give an outside in view. This can be very valuable to improving your marketing message, and better understanding the client/prospect experience.

3. Consultants bring a network to your organization. Consulting engagements often require bringing together technology or service providers to solve a specific business problem, or a need to gain access to key executives in partner or client organization. One of the assets your consultant can bring is a track record of working with companies that will allow you to move your project forward quickly and bring fresh new ideas to the table. The consultants network can accelerate your efforts, give you access to individuals you desire and reduce your risk associated with selecting new providers.

4. Many times you can find a consultant with significantly more experience than you could hire. A seasoned executive has a great deal of experience to offer, but may be in a position where they don't want to work full time for another organization, or want the freedom that independent consulting offers. Having an opportunity to bring in these experienced professionals may cost more on a per hour basis, but often deliver significantly more value than a full time hire would bring. Take advantage of these consultants, focus on the outcomes of the engagement, not the billable hours.

Consultants can bring significant value, but you need to stay engaged. Often a seasoned professional can work fairly independently and given your busy schedule, you may be tempted to let them run with the project. However, it is critical to schedule regular progress checks to assess progress and address questions to keep your project aligned with your strategy and expected outcomes. When I have hired consultants in the past I typically did so to fill an immediate need while recruiting, or to bring in specialized expertise. I often didn't take the time to stay engaged and subsequently found myself disappointed in the outcome. Just 10-15 minutes per week can make a huge difference in maximizing your value.

So for now, I'm going back to the consulting tasks at hand. I am committed to help my clients benefit from the power of an outside consultant. Hopefully, it won't be a month till I get the chance to visit the blogging universe again.