This column is about dealing with people like me: professional consultants.

A CHANGE OF TIMES
Consultants used to be hired for their specific expertise. Today, however, they’re usually hired to achieve cost savings because their use is, ideally, under total enterprise control; their employment is defined by contract, and they don’t receive benefits.

Achievement of that control is critical. Both consultant and enterprise must understand each other’s needs and wants. This column is about doing that.

Each party has three fundamental requirements. Let’s examine those requirements in words each would be likely to speak.

The party hoping to engage the services of a consultant would likely say,

First, I want to be able to know everything, or all I need to know, about this consultant. That includes at least education, pertinent work experience, areas of expertise, areas of non-expertise, past clients, character, work relationships, potential conflicts of interest, and referrals.

Second, I want to be able to discuss the significant aspects of, factors in, and values related to my problem without being charged. I also want to receive a preliminary diagnosis without being charged, as I would expect from a lawyer or an advertising agency.

Third, I want to be able to set limits on the service which I receive and for which I am charged. I don’t want someone spending my time and money on something I don’t want or haven’t authorized. Consulting service is expensive today — I need good value.

The consultant hoping to be engaged in a consulting role would likely say,

First, I want to discuss the significant details of my background, the professional situation, and have the client come to a decision in a reasonable time. I don’t want to feel like an object to be studied, but not seriously considered for professional service.

Second, I want to not be or feel that I am being “ripped off.” I don’t want potential clients trying to extract every scrap of information they can from mewithout recognizing my right to provide it as service. A certain amount of information transferral is mandatory — and expected.