(Part 1 of 3)
YOU CAN’T ALWAYS GET WHAT YOU NEED: Immediacy and laser-targeted relevance are now management consulting requirements. What we in business need and what we get don’t match. That’s why I founded TrustedPeer.
When I face a business problem and don’t have the expertise I need, I want precise subject matter expertise very quickly. I have three options for finding it. Each option is risky and inefficient, and the time to resolution is unpredictable.
- Conduct an Internet search. Internet search is time-consuming and unreliable. How can I trust content that is dated, anonymously written or is link-bait?
- Turn to a personal network. Personal networks are great if I have the perfect network with no gaps. In addition, it is not always easy to reveal shortcomings to someone who may be conflicted about how truthful to be in response. If I ask you for advice, you may decide there’s no upside to saying what you really think. What if you give me good advice and I don’t take it? Or bad advice and I do? Either way, you lose. Better to equivocate, right? Or put me off hoping I’ll find a solution elsewhere.
- Contract with a large firm for a full-on consulting engagement. A McKinsey partner would be delighted to sell me on a plan to bring in a bunch of new associates (really smart, but with no professional experience) to camp out in my conference room and eventually, after some undisclosed time, deliver a strategy that I can't afford to implement.
Since none of these are satisfactory, and what I really need is targeted and custom, I decide to seek an experienced professional. I ask logical questions. Who is responsive? Who is the best? How do I select the right expert? How much should it cost? How long should it take? What about project scope, discovery, contract negotiation, price negotiation and resources required?
It all boils down to one question: How can I get an opinion I can trust from an expert who knows my industry and has seen and solved my problem many times before?
Before I post with more details, tell me, how do you find that trusted expert? We welcome your comments.
Next Up: What's This All About? (Part 2 of 3): Avoiding Bonehead Management Mistakes.
If you need consulting on Business Development, contact TrustedPeer Expert and CEO Philip Bouchard .