| Consultant's
Level |
Senior |
Seniors
sell, juniors deliver |
| Consultant’s Experience |
25 +
years of related experience |
Fresh
out of school or just starting in the business |
| Company Objectives |
Your
success |
Their
billable hours
|
| Consultant’s
Objectives |
Your
success |
Their
next promotion |
| What the Client
Is
Told |
What
you need
to hear, so you can improve |
What
you want
to hear, so they can get the next engagement |
| Project Scope |
Well
defined, definite ending |
As
large and complex as possible with no end in sight |
| Project Duration |
As
short as possible; add small manageable projects as needed |
Massive;
as long as possible, years to benefit |
| Number of
Project Consultants |
Probably
one, but few if needed |
Hoards,
and you pay for them whether or not they contribute |
| Consultant’s
Time
Spent
on Project |
Only
when work is required |
Continuous,
beginning to end, 40+ hours per week whether there is work or
not |
| Primary Focus |
Complete
project successfully |
Find
next engagement or add-ons |
| Concern |
Substance
– what can we provide |
Show
– how do we look |
| Initial
Financial Risk |
No
charge for initial visit or fact-finding; if nothing is found or
we can’t help, there is no charge |
Charges
for initial visit and fact-finding |
| Problem Reality |
Works
on problems you recognize |
Will
work on problems you do not agree even exist |
| Solution Value |
Recommends
a solution only if there is value |
Always
finds a problem, always a solution, whether it’s needed or not |
| Solution Reality |
Provides
solutions you believe will work |
Works
on “solutions” that may not even relate to the problem |
| Methodology
Used |
Best
practices customized to your needs |
Rigid
-- every step is performed, whether it’s needed or not |
| Time to Analyze Current State |
As
short as possible, used only to understand current issues and
absolute requirements |
As
long as possible, excellent training ground for new hires |
| Visibility |
Working
with your team |
In
their cubicles (out of sight, out of mind until the invoice
arrives) |
| Results |
Source
of understanding and action; agreed to, owned by you, mapped,
and actionable |
Volumes
of detail no one reads or needs; source of contention because no
one in your organization agreed to it |
| Resulting Dependencies |
Helps
make you independent |
Makes
you dependent on them |
| Bench Strength |
Networked
-- employed as required |
Lots
– need to get them billed at your expense |
| Overhead (and therefore hourly rate) |
Low |
High
|
