Using External Consultants

Retaining Control

Only seek consultant support where they can add value to your agenda. Do not allow them to set that agenda. Their advice might well be welcome in shaping this; but it can be too easy for organisations to be overrun by consultants, if they delegate responsibility to them for managing the business. There is a sign in the dressing room of Derby County Football Club that states:

"The biggest crime in football is to give the ball to the opposition."

Whilst not intending to suggest that you should view consultants as the opposition(!), this is a useful reminder of the need for you to keep hold of the 'ball' (ie retain the initiative) when using consultants and other help within your business."

Operating On- and Off-Message

You want consultants to focus upon your issues, not their solutions. Some consultants are very articulate when describing their products and services but less impressive 'off message'. Check to see that they understand the substance and underlying dynamics of what they are proposing, not just its packaging. Also make sure that they understand your context.