I am in the relationship business, a business based on trust and always doing what is in the best interests of the client. Until I have developed a trusting relationship with a prospective client, I do not offer any proposals or ideas about specific improvement projects. If I have been referred to someone about a specific challenge they need assistance with, I would speak to that issue during a first meeting.
As our relationship evolves, issues may surface that lead to a discussion about a specific consulting project need; we will begin to explore that need.
I work with the individual who can authorize the project to understand 3 key areas:
Once this information is understood, I’m able to create a proposal with different options for consideration. Each project is customized to meet the unique needs of each client.
I charge a fixed fee that represents my contribution to the value my clients receive, representing a dramatic ROI for them and equitable compensation for me. That’s how we partner.
Return on investment (ROI) has objective, subjective, quantitative and qualitative aspects. If the ROI from a project is insufficient, there is no point in doing it. There is a “cost” associated with doing a project and cost implications of not doing a project; both need to be considered.
The client already has more subject-matter experts with specific background in their industry than they can shake a stick at. They don’t need more input that matches the thinking and culture of their industry. What you do need is a management consultant who can challenge current thinking and apply best practices drawn from a variety of sources and industries to your current situation. It is the application of knowledge and expertise to a specific business situation that is key.