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Choosing the Right Consultant - Interview with PATCA Pres. Lansing

March 28 , 2006

IT Business Edge | Priority: Maximizing IT Investments | Topic: Vendor Selection

[Interview] with James Lansing, president of PATCA, a nonprofit professional association of independent consultants and principals who work in small consulting practices.

Question: What are some of the most common reasons companies call upon consultants?

Lansing: The most common reasons companies engage consultants are that they have a problem to be solved, they do not have the employees with the correct expertise to solve the problem quickly and effectively, or their employees do not have the time available. Other reasons companies bring in a consultant include the development of a strategic change in the level or direction of business operations, the introduction of new ideas and views not as likely to be found in the company culture itself, or to generate trust, confidence, and cooperation among employees in developing and implementing change solutions that might not exist if coming directly from management.

Question: How can a company find a consultant to satisfy its needs? What criteria should be used when selecting a consultant?

Lansing: Companies get the most value from a consultant when there is a clearly defined and focused problem or need. When selecting an individual consultant, first look for skills and experience corresponding to that defined problem or need. Sources for finding an appropriate consultant include personal referrals and professional associations like PATCA which have a referral service or a directory on their Web site, but be sure to select a credible association that checks client references to qualify its members. Never pay a fee for a list of consultants. Look for external cues to validate quality. For example, some consultants have patented technologies or they have served as expert witnesses in legal actions. Look for client references, or a portfolio of work. PATCA has listed “Five Simple Steps for Finding a Consultant” on its Web site at http://www.patca.org/clients/workwithconsultants.asp.

Question: Is it important to consider options other than the Forresters and Gartners of the consulting world? If so, why?

Lansing: Forrester and Gartner are thought leaders whose research and analysis comes out of extensive work with large technology organizations with budgets that can support expensive projects. Independent consultants can usually work more closely with individual managers or clients, and bring sharp focus to a unique problem. A competent independent consultant often provides a high-quality solution for significantly less cost.

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