"Finding consultants who can add real value is not easy. Even consultants know that."
What a great quote - the lead in sentence in the third paragraph of a great article on determining if the consultant you're talking to is the right one for you.
Being a consulting organization we're concerned that many clients think consultants do nothing but borrow their watch to tell them what time it is. And - in many cases that's the truth. But in many cases, companies don't remember they have a watch or take the time to look at it. If nothing else the consultant fulfilled a valuable task - telling you the time when you didn't know it.
But... back to the article on consultants. The article talks through three things to look for in a consultant to make sure you get what you want and what you need. I thought it would be good to address each one as it relates to I2I and what you, as a client, can expect from us.
Yeah - a bit promotional but c'mon - all this content on Incentive Intelligence and you only have to see one commercial a year - not a bad trade no?
Consultant Watch #1 - Are they recommending a multi-year engagement?
The article points out that many consulting companies are only interested in getting the first job in order to plant themselves in your organization for a long time when in reality what you wanted is someone to fix a problem and then leave. At I2I we focus almost exclusively on designing the program that helps you achieve your objectives. We design - you implement. We work and then we leave (of course we'll be more than happy to come back but our initial recommendations should give you what you need to not need us - get it?)
Consultant Watch #2 - Look for ulterior motives.
As the author points out, many times just rearranging product on store shelves can drive sales - but AD agencies can't sell you advertising if they recommended that solution. They will recommend the advertising 'cuz they make a lot of money on that. Here at I2I - we don't do fulfillment of awards - so we're not worried about recommending awards. If you've spent any time on this blog you know we talk more about communication and measurement as ways to influence behavior - not awards. Most incentive fulfillment companies couldn't stay in business if they didn't sell awards. We are in business because that's all they really sell. Great symbiotic relationship eh?
Consultant Watch #3 - Look closely at the methodology they use and be wary if they don't collect their data in-house.
Too often consultants will use "industry standard data" or "benchmark data" that is either widely available on the web or can be easily purchased. With I2I - we start the process with collecting data from your organization and your competitive set. We understand that your business is different and your company is different. Using third-party data to recommend a solution is like using the results from your neighbor's doctor's checkup to diagnose your health problems. Not good.
The Net-Net - or - What Time Is It?
I2I rarely if ever recommends an "enduring" engagement. Our goal is to solve your problem not find a remote office location. We never sell fulfillment because that would eliminate our ability to give you the best answer - and that is our mission in life. And lastly - we spend the time to gather your information - your vital signs - to make sure our diagnosis and our prescription are specific and targeted to your needs.
Time to call I2I?
Thanks for listening - we now return you to regularly scheduled blogging.
BTW - did you like how I used the "watch" thing... totally random how that came out but I like it.
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