{"id":57322,"date":"2022-05-02T18:00:58","date_gmt":"2022-05-02T22:00:58","guid":{"rendered":"https:\/\/consource.io\/?p=57322"},"modified":"2024-04-05T02:07:24","modified_gmt":"2024-04-05T06:07:24","slug":"une-equipe-gagnante-pour-une-externalisation-efficace-des-services-de-conseil","status":"publish","type":"post","link":"https:\/\/consource.io\/fr\/winning-team-for-efficient-consulting-sourcing\/","title":{"rendered":"Comment cr\u00e9er une \u00e9quipe gagnante pour une recherche efficace de consultants ?"},"content":{"rendered":"

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The success of\u00a0a consulting project<\/a>, to a large extent, depends on an efficient consulting sourcing process. Organizations hire consultants for many reasons \u2014 to identify growth-hindering areas, to get an expert\u2019s perspective of a specific market, to address employee productivity of existing staff, to revise business objectives and strategies, revitalize marketing initiatives and many more.<\/p>\n

Now, consulting is mostly a team game and every project has its unique definition of the ideal team. A team consisting of the right consultants allows a business to transcend its current limitations, and scale new heights.<\/p>\n

Well, this was just scratching the surface; let\u2019s get into the details.<\/p>\n

Crafting a Powerful Team for an Efficient Consulting Sourcing Process<\/strong><\/h2>\n

The whole point of\u00a0the consulting sourcing process<\/a> is to make sure the project you are launching will bring the impact you expect. With this objective in mind, the consulting sourcing process aims at finding the right consultants that can deliver the desired impact.<\/p>\n

For the success of this process, you need to bring to the table the right players and give them the right responsibilities.<\/p>\n

In your quest for the ideal consultant, you should ensure that the consultants are provided with all the information that helps them submit a relevant proposal. Let\u2019s explain why it is a critical step in the sourcing process.<\/p>\n

Suppose you are suffering from insomnia; will you rush to the store to buy a new bed? Of course not. You may end up with the largest bed in the store with all the gadgets, but your sleeping problem might still be there, unresolved.<\/p>\n

The most logical course of action would be to find out the root cause of the sleeplessness and, then, review other remedial options.<\/p>\n

Similarly, in the case of your consulting sourcing process, you should start by explaining your project needs to a consulting firm.<\/p>\n

They would try to match your problem with their capabilities and experiences, assessing which of the available resources would fit the problem.<\/p>\n

When you define your problem to the consulting firm, they discuss it internally, and based on that interaction, they identify personnel appropriate for handling that particular problem.<\/p>\n

It doesn\u2019t mean that your requirements are final. By articulating your problems, you are just optimizing the chances that the project you are launching will fix the issues you face.<\/p>\n

Now you can understand, how important it is to document issues that you want to resolve. Unfortunately, too many companies leave that task to wrong hands, subsequently affecting the project outcome.<\/p>\n

When you\u2019ve identified and articulated your problem areas properly, the battle is half won. By involving the right players \u2014 who understand the nature of the problem and can feel the impact first hand, you can nail this first step.<\/p>\n

It should also be added here that when it comes to procuring consulting services, the requirements are always dependent on the internal and external context of the company. A clear definition of\u00a0what<\/em><\/strong>\u00a0you expect and\u00a0why<\/em><\/strong>\u00a0is a key success factor for the project.<\/p>\n

It is always a good idea to formalize your requirements into an RFP, even though you don\u2019t necessarily want or need to organize a tender. For some practical advice on how to craft the best and most effective consulting RFP, read this article:\u00a08 Key Elements of a Killer RFP for Consulting Services<\/a>.<\/p>\n

The Vital Roles in Your Consulting Dream Team<\/strong><\/h2>\n

\"Efficient<\/p>\n

Even before you start brainstorming ideas and envision your ideal outcome, you need to make sure that the right people are in the room to build the ideal team.<\/p>\n

Depending on the magnitude of the project, you can adjust the size of your sourcing team. However, some roles are indispensable and you cannot just do without them. Below we identify those roles and why they are so important for any consulting project.<\/p>\n

The Project Sponsor<\/strong><\/h3>\n

The Project Sponsor is the person (often a manager or an executive) accountable for the project. S\/he will ensure that the project delivers the expected outcomes and will champion the project to \u201csell\u201d it within the project team and the organization. S\/He will also be the chair of the Steering Committee.<\/p>\n

The Project Sponsor has the right authority and decision-making power to lead the project effectively. S\/he is also directly impacted by the project outcomes.<\/p>\n

Usually, the project sponsor owns the budget. However, in some companies, consulting budgets are centralized under the CEO, Finance, or Strategy. In this case, you might want to invite the budget owner to the party as well.<\/p>\n

The Project Manager\u00a0<\/strong><\/h3>\n

The Project Manager is the person that has daily accountability for the project. S\/he will guide the consultants and make sure they work under the right conditions with the teams and deliver the expected results in time.<\/p>\n

S\/he is very often part of the Project Sponsor Team and is impacted directly by the project.<\/p>\n

The Procurement Leader\u00a0<\/strong><\/h3>\n

Unless you are working on a very small project and already have a list of potential providers handy, you want to have someone from Procurement in the room. Sourcing the right candidates can take some time, and it is sometimes useful to start early in the process.<\/p>\n

Besides, procurement managers are experts in defining needs and preparing bids, while it is rarely the case for the rest of the organization. They can facilitate your work and guide you through the process.<\/p>\n

Many companies, however, don\u2019t have the critical mass to have someone dedicated to consulting procurement. In that case, you can include in your team the person in charge of Indirect Procurement or the Head of Purchasing.<\/p>\n

The Main Stakeholders\u00a0<\/strong><\/h3>\n

We mentioned that the project sponsor and the project manager are often part of the same team. However, their department might not be the only ones impacted by the project.<\/p>\n

Ask yourself if you should expect a strong impact on or a profound change in interfaces with another part of the organization. If that\u2019s the case, it can be a good idea to involve them at the requirements stage.<\/p>\n

Suppose your project is very large, like a Company-wide Transformation project. In that case, you might also want to involve Finance and Strategy to ensure that it is aligned with the overall strategy.<\/p>\n

Epilogue: Beyond Sourcing, into Brilliance<\/strong><\/h2>\n

The orchestration of a winning team isn’t a mere requisite for a seamless consulting sourcing process. It’s a cornerstone for project triumph, channeling value into your organization’s core.<\/p>\n

Echoing Phil Jackson’s insight, “The strength of the team is each individual member. The strength of each member is the team.”<\/p>\n

Embrace the power of a well-forged ensemble, not just for sourcing success, but to etch an indelible imprint of transformation. Let this resonate as you set forth\u2014molding change from the project’s inception.<\/p>\n

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efficient consulting sourcing efficient consulting sourcing efficient consulting sourcing efficient consulting sourcing
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efficient consulting sourcing efficient consulting sourcing efficient consulting sourcing efficient consulting sourcing<\/p>\n

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Consource<\/a> is built on collaboration, recognizing that the synergy between stakeholders, buyers, and consultants is pivotal in unlocking the full potential of consulting value. Our platform fosters a collective effort, where these essential players join forces to create sourcing strategies that transcend expectations.<\/p>\n

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D\u00e9couvrez les secrets de la cr\u00e9ation d'une \u00e9quipe de sourcing performante gr\u00e2ce \u00e0 notre guide complet. D\u00e9couvrez des m\u00e9thodologies \u00e9prouv\u00e9es pour constituer, entretenir et coordonner une \u00e9quipe gagnante, en am\u00e9liorant vos efforts de sourcing pour une efficacit\u00e9 et une r\u00e9ussite optimales dans le paysage concurrentiel du conseil.<\/p>","protected":false},"author":4,"featured_media":58750,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"

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There are many techniques you can use to buy consulting services, but the ones I want to share with you today are what we call \u201cThe Ultimate Consulting Sourcing Tricks\u201d and as you dig deeper, you will find, how our approaches stand out from the rest.<\/p>

This procurement trick is so powerful that it will help you save your company thousands upon thousands of dollars when buying consulting services. It is different from the other ones we\u2019ve shared in my previous blog posts.<\/p>

The reason being, this one has nothing to do with how much money you have or what kind of consultant you are looking for. It is just about being methodical and organized when looking for a consultant.<\/p>

Our clients often come with us with complex needs. For instance, they are looking for a strategy consulting firm with experience in well stimulation in the US market or a marketing expert in telecommunications, based in the French Caribbeans.<\/p>

They\u2019ve recognized the advantages of working with specialized experts, but they\u2019re not yet able to find them for their project.<\/p>

Before we dive into the details, let us remind you that you need to lay down your expectations clearly. Indeed, only when you know what you are looking for can you start searching for the right fit. Let\u2019s make a list of these needs!<\/p>

1. The First Consulting Sourcing Rule: Work With the Right People<\/strong><\/h2>

If not, it is time to open your procurement process and start consulting with specialized services providers. It\u2019s tempting to hire external experts directly. However, we wouldn\u2019t be doing our work well if we didn\u2019t urge you to perform a brief make-or-buy analysis of your project.<\/p>

Is it possible to complete your project in-house? Do you have the appropriate personnel? Do you require outside expertise? Is there any trade secret information involved? Is it feasible to outsource part of the work?<\/p>

These questions are particularly relevant if you have internal consulting or improvement\/excellence teams.<\/p>

There are several places where you can start your search. Don\u2019t hesitate to use several sources to find new players. And don\u2019t forget to assess each company based on your criteria, even if you have worked successfully with them previously or found them a little short on a previous proposal.<\/p>

\u201cThe Expert you know might not be the Expert you require.\u201d<\/p>

Leverage Your Internal Resources<\/strong><\/h3>

We recommend starting to leverage your procurement resources, as you might have a list of Preferred Providers or pre-approved consultants.<\/p>

If they don\u2019t work for your industry or the capability you need, ask yourself if their expertise is still relevant to the project? If so, contact them directly and discuss with them how their services can help meet your needs.<\/p>

If you don\u2019t have a procurement team, ask your colleagues. They might know consultants that fit the bill for what you are looking for.<\/p>

You might also have a database of evaluation reports or previous bids that you can use to identify potential suppliers.<\/p>

Secret tip:<\/strong> You may occasionally get information on a consulting firm with which you don\u2019t want to do business.<\/p>

External Sources Can Help You See the World in a Different Light<\/strong><\/h3>

In our experience, the best results come from leveraging external resources such as marketplaces and business networks.<\/p>

In fact, we have found that it is almost always possible to find a consultant on LinkedIn or a Directory of Consulting Firms, such as Improveo<\/a>, that organizes consulting firms per region capability and industry served and presents their thought leadership.<\/p>

Articles and books written on the field you are interested in are also a great source of information. You can find the latest trends and methodologies, and it might lead you to adjust your needs. That\u2019s also a great way to spot consulting firms with the right specialized skill.<\/p>

Talking to industry peers and associations can also lead you to qualified consultants you may have never thought of working with before.<\/p>

We recommend completing your work with a plain and simple Google Search (or Qwant or DuckDuckGo).<\/p>

Secret tip:<\/strong> Whenever you find a consulting firm that fits the bill, look closely at their website, publications, and social media. Determine what keywords would best describe the intersection between your needs and their services, and use them to search alternatives.<\/p>

2. How to Build Your Shortlist?<\/strong><\/h2>

At this stage, you must narrow down your potential consulting firms until you\u2019ve found a shortlist of those with the necessary skills, bandwidth, and desire to collaborate with you.<\/p>

Make a Preliminary List of Players<\/strong><\/h3>

The first step is to compile a preliminary list of possible participants. The size of your project will determine the length of your list. If you need to find a mid-sized project and intend to compare three prospective suppliers, include about 15-20 firms in your initial search.<\/p>

If you find yourself with a large number of answers to evaluate, you\u2019ll need to improve the granularity of your criteria. Start digging in if the length of your list is consistent with your objective.<\/p>

Secret tip:<\/strong> You should calculate 30% of the firms that don\u2019t have the required \u201cConsulting DNA Profile\u201d and 30% of those that are not accessible or interested in the project as a rule.<\/p>

Dig Into the Specifics to be Efficient With Your Consulting Sourcing Process <\/strong><\/h3>

You\u2019ve finished putting together your first list, and you need to double-check their characteristics to ensure they have the appropriate profile.<\/p>

Even though many consulting companies claim to have expertise in all skills across every industry, their track record says otherwise. Instead, most of them, particularly small boutiques, specialize in one area or capability where they get most of their business.<\/p>

Take a good look at the case studies or past projects on the website. Also, find out who the previous clients are: Who are they? What did they accomplish?<\/p>

The background of the company\u2019s founders is another good predictor of the company\u2019s main focus, especially for small businesses. But, first, take a look at the leadership group.<\/p>

In their brochures or websites, most consulting firms will provide a statement of their goal or method. You\u2019ll learn more about who they are and how they do their job.<\/p>

Are they concentrating on high-level strategy rather or implementation consulting? Are they focusing more on hard or soft aspects? Are they long-serving consultants or former executives?<\/p>

All of these elements will provide you with a better picture of who these consulting firms are and how they would complement your business.<\/p>

Secret tip:<\/strong> The consulting procurement strategy<\/a> is not just about finding the best supplier, but also that their approach will be a good fit for your culture and way of doing business. The last thing you want to do is implement an innovative program only to have it slowly fizzle out over time because there was no real buy-in from employees or key stakeholders<\/p>

3. How to Make Sure That They Have the Right Skills?<\/strong><\/h2>

And this stage, you must ensure that your partners have the right set of skills that are required.<\/p>

Identify the Right Partners<\/strong><\/h3>

Don\u2019t just contact any consultant from a given consulting firm, especially the bigger ones. Every partner brings a different set of talents and expertise to the table, and their presence will influence your project.<\/p>

Most consulting firms are divided into Practices Based on Industry Experience or Capability (when not both). They may even include the leadership team\u2019s contact information on their website.<\/p>

If you don\u2019t find the partners by searching Google, LinkedIn is a good place to look for them and check out their profiles.<\/p>

Thought leadership is also an extremely effective tool. Search for material on the subject of your project to find articles or white papers. In most consulting firms, the authors\u2019 names and their contact information may often be found in the papers.<\/p>

You should now have a list of consulting firms that have, at least on paper, the right people with the right skills in the right place. Your next step is to connect with them to check their interest and capabilities in person.<\/p>

Secret tip:<\/strong> Check if they\u2019re at the correct firm on LinkedIn to ensure you\u2019ve got the right company. The rate of change in consulting is dizzying; you may be one consultancy behind. After that, you\u2019ll most likely add a few consulting firms to your list.<\/p>

Contact Them and Ask Them Questions<\/strong><\/h3>

Three components can only be verified in a one-on-one conversation: interest, availability, and compatibility. Connect with the consultants you\u2019ve identified to schedule a call or a meeting once you\u2019ve finished compiling your list of potential consulting firms.<\/p>

Here are a few pointers that you can use for these calls:<\/p>