They lack effective tools and techniques. They cannot communicate skillfully. They are more focused on the project than on the customer. The right consultants have a process for developing new areas of expertise and, when necessary, they hire outside consultants to provide potential clients with optimal service.
A consultant with less experience might fail and exaggerate their abilities because of need, greed, passion, or naivety. Keep an eye out for those who haven't yet learned to refrain from selling things they don't know how to do. You want specific information about what will be achieved and the value of the endpoint for your company. Whatever you do, expect to increase sales and improve efficiency, which will bring you more profit.
Some consulting firms are not clear about their impact on sales and final results. Some talk about a good concept game, but they lack strength in terms of how they offer benefits to their customers. Others trade cash flow for large payouts early in the game. Some use your money to pay for travel expenses, which is of no use to you.
In the first part, Eric examined the growing demand for consultants and considered whether the consultant is a force for good or for evil. When looking for consulting projects to work on, don't be surprised if clients are looking for consultants who have experience with these new tools. Long before the engagement begins, the client company must determine why it needs a consultant, what type of consultant it needs, and who the consultant will work with internally to ensure a successful implementation. Look for evidence that consultants have improved the ratios and sales capacity of their customers' businesses.
Find out if your business consultants are trained and experienced to work on your type of needs and if they can balance strategy and tactics. Stay away from business consultants who don't understand the point, who haven't yet done something close to what you need, or who believe that each commitment is unique and can't draw parallels with other successes.