By: Marty Izaak, PACE Chair
Hiring consultants to complete projects and meet short-, and/or long-term, objectives is a prudent way for an owner to obtain expertise while minimizing employee and overhead costs. Furthermore, by hiring consultants, a company can greatly enhance its range of expertise and receive outstanding added value. There is also usually much to be learned from an experienced consultant.
Too often, companies fail to fully explore a consultant's or consulting service's expertise, qualifications, and experience. Often, they take the easier route and hire someone they know, or a person who has been recommended to them. However, every potential consultant should be thoroughly evaluated, regardless of their original source.
The recruiter should always meet the potential consultant first, if possible. Meeting people face-to-face is very important. It gives a first impression, and helps form an opinion and build a relationship—if there is to be one. Also, it allows for a much better feel for the person. If meeting the consultant is not possible, such as when they are in another country, a long telephone or video conference with the prospective consultant is recommended.
In either case, a series of questions should be prepared and ready prior to the interview. It is recommended that several people conduct the interview, either as a group or individually. Invariably, people develop different opinions, all of which should be discussed.
Having a detailed project plan will greatly help to develop questions and evaluate prospective consultants to be hired. Some experts recommend asking behavioral questions, similar to what an employee might face. Questions to be asked may include:
- Describe your typical contract.
- What experience do you have with similar projects?
- How do you communicate your progress to the client?
- How closely do you work with the client?
- How do you determine if a project is complete and how it is successful?
Questions on performance are entirely appropriate since the owner is paying and expecting the results.
Performance questions usually include:
- Do you offer guarantees?
- Will you agree to the specified objectives and timeframes?
- What happens if the project exceeds its timeframe or budget?
- How well do you work and communicate with others?
- Are you a team player? Yes, even for consultants, this is an important question.
Ask questions regarding the consultant’s references. One of the first places to denote inconsistencies is between what the references reveal and what is learned during the interview.
Usually, experienced consultants will have the best chance to provide excellent value and share their knowledge and experiences, enhancing the project execution. All prospective consultants should be thoroughly evaluated to help ensure they could meet all of the project’s requirements.■