Are you someone who skims a quote, goes straight to the price and makes your decision from there? Going with the cheapest quote is likely costing you time and money, rather than saving them.
Having worked as both a communications manager (hiring consultants) and a public relations consultant (my current role), I’ve seen firsthand how decisions based solely on price can hurt both the project and the organization.
Here are some reasons why you should consider other factors, not just price, in hiring a consultant.
Paving the way with experience
Being a consultant with 25+ years of experience, I know my rates are higher than someone with less experience. And I’m okay with that.
Hiring a more experienced consultant (with likely a higher rate) is actually a benefit to the organization. Why? Because the longer you work in a field, the more mistakes you’ve made, lessons you’ve learned and successes you’ve accomplished. Seasoned consultants apply all this knowledge and lived experience to your project, helping avoid unnecessary bumps in the road.
A few years ago, I was passed over on a project in favour of the lowest bid. The project was developing a crisis communications plan for a large organization.
While my bid was higher, the experience I brought to the project was having developed numerous crisis communications plans for governments, non-profits and organizations. I’ve also created and delivered crisis communications courses for a college and university. But most importantly, I’ve been the emergency information officer for a plane crash, evacuations, massive fires, health emergencies and more. I have boots on the ground experience.
The consultant they hired had none of this experience but was cheaper.
While I’m sure they wrote a good technical plan, the lack of on-the-ground experience meant the plan likely missed the small elements that can make the biggest difference in a crisis. They also missed out on the insider knowledge of common pitfalls, communications challenges and audiences that are often forgotten (but need to be included).
Fit with your organization
Making sure the contractor is a good fit with your organization is also incredibly important. If you don’t feel the connection, it won’t be an enjoyable experience for either of you.
When I’m being considered for a project, I always take the time to see how I connect with the people I’ll be working with. If I don’t feel it’s a good fit, I walk away. I’ve learned the hard way that by ignoring that inner voice, it doesn’t end well.
Either the project drags on longer than it should, client interactions are strained, or, as has sadly happened, I don’t get paid.
This is also why I rarely respond to requests for proposals. Too often the organization is just trying to get three quotes as they have a preferred contractor, or they’re looking for the lowest bid. This impersonal process makes it hard to build relationships and determine whether the fit works for both sides.
Don’t just read the consultant proposal. Go for coffee with them. See how they get along with you and your team. How well do they understand your organization or industry?
Word of mouth
One of the best ways to hire a consultant is by getting recommendations from your peers. These don’t necessarily need to be people who work in your same industry, just people you know and trust.
Almost all of my speaking and consulting work comes from word of mouth. This is a win-win for both me and the client.
For me, I can usually determine if it’s the right fit based upon who referred me. I have some clients who have referred multiple organizations to me, and every new client has been a great fit. Why? Because the initial client and I have developed an honest and respectful relationship where we value the other person’s skills and time. I know they would only pass my name along to peers who would appreciate the way I work.
And for the client – they’re able to vet me. They can find out how easy I am to work with, my ability to listen and adapt to meet their needs and how quickly and accurately I can turn around projects.
I recently met with a new client referred to me by one of my existing clients. After explaining how I can support the organization, I offered to provide references. Her response? “Oh I don’t need that. I’ve already spoken to a number of people who highly recommend you and I think you’ll be a great fit.”
Getting it right the first time
This leads me to my last point – not wasting time and money with multiple revisions and projects that don’t meet your needs.
A client shared their experience of having a strategic plan created for their organization. They went with the lowest bid and ended up with an unusable plan. It turns out that the low price was due to the consultant basically using a template for strategic plans, with only minor changes made based on the organization (all within the same sector).
While the first few pages were personalized, the main body of the plan was a cut and paste. What was even more frustrating was the plan was overly academic and more than 50 pages long.
Upon seeing the short, sweet and highly visual strategic plans I create, he said – well yours is useable. I explained that it actually took more time and effort to create a short document than thesis. Why? Because when every word matters you need to spend more effort in creating your messaging.
I hope this has given you some things to consider when you hire a consultant. So, the next time you get a proposal, don’t just skim to the price tag at the end.
Take the time to get to know the consultant. What’s their experience with similar projects, your industry and with other organizations? Do you know anyone who has worked with them before? Are they a fit with your personality and your team members?
And most importantly – go with your gut. If you have reservations about the consultant, move on. A low price isn’t always a good deal.