{"id":57480,"date":"2022-04-06T12:00:51","date_gmt":"2022-04-06T16:00:51","guid":{"rendered":"https:\/\/consource.io\/?p=57480"},"modified":"2024-04-05T01:07:02","modified_gmt":"2024-04-05T05:07:02","slug":"recrutement-dun-consultant-mise-en-concurrence","status":"publish","type":"post","link":"https:\/\/consource.io\/fr\/hiring-a-consultant-put-in-competition\/","title":{"rendered":"Embaucher un consultant - Pourquoi mettre les consultants en concurrence ?"},"content":{"rendered":"

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As an executive, you\u2019re probably used to making quick decisions. Given the amount of work that you have to do, you can\u2019t afford to dither. This means that you may not always have the luxury of time to get a variety of perspectives before making each decision. When you\u2019re hiring a consultant, however, it might be a good idea to take your time.<\/p>\n

When you are clear on your priorities and on the reasons why you need to hire a consultant, then you can start looking for the best fit for your specific project and your organization. The easiest solution is to look into your pool of existing providers, and choose pick from them.<\/p>\n

However, the best consultant for one project is not necessary the best for the next one. Besides, you may want to introduce some competition.<\/p>\n

Comparing Skill Sets<\/strong><\/h2>\n

Finding a consultant isn’t like choosing a hat \u2014 “one size fits all” just doesn\u2019t cut it. Of course, you want someone with experience, creative problem-solving skills, and interpersonal finesse. But how can you tell if a consultant really is top-tier unless you’ve seen…well, the mid and lower tiers?<\/p>\n

Imagine you meet a consultant whose impromptu pitch dazzles you. Tempting to just pick them, right? Especially if it means avoiding the parade of pitches and the mini-novels they call proposals. Ah, the things we’d do to avoid extra homework.<\/p>\n

But here’s the catch. Dive into that pile of pitches and you’ll find a mix bag. One consultant might win ‘Miss Congeniality’, while another could be the wise elder of the consulting world. Then there\u2019s Mr. Creativity, who probably thinks outside several boxes at once, contrasted by Ms. Blunt, who’ll give it to you straight, no chaser.<\/p>\n

Don’t forget to peep at their report cards \u2014 or as we call them in the grown-up world, references from similar assignments.<\/p>\n

So, when the pitch dust settles, you’ve got decisions to make. While some might swoon over years of experience, others could have a soft spot for innovative flair.<\/p>\n

And if you’ve ever struggled with the age-old challenge of “getting people to get it,” you’ll know the value of interpersonal skills. Throw these consultants in the ring, and watch as the one who truly resonates with you emerges.<\/p>\n

Getting New Ideas<\/strong><\/h2>\n

Outsourcing tasks: it’s like inviting guests to a potluck dinner. Sure, you have a vision of what they should bring, but isn’t it more interesting when they surprise you? Describing your functional needs and leaving some elbow room for creative solutions is like telling your guests to bring a surprise dish.<\/p>\n

Suddenly, you have a smorgasbord of ideas. This isn’t just a theory; Forbes says diversity in the workplace stirs the creative pot<\/a>.<\/p>\n

Imagine wanting to turn your company into the metaphorical “office everyone wishes they worked at.” Consultant A suggests jazzing things up with free sports tickets. “Perk up, folks!” Consultant B thinks a change of scenery is due, and envisions a more productivity-friendly interior\u2014maybe fewer walls, perhaps?<\/p>\n

Then Consultant C, ever the revolutionary, wants to topple the corporate ladder altogether. “Hierarchy? We don’t know her.”<\/p>\n

Pitting consultants against each other? It\u2019s not cutthroat competition, it\u2019s an idea buffet. You might stumble upon ideas that never even grazed your radar.<\/p>\n

Even if you don’t implement every brainwave, at least you’ve expanded your horizons. Who knows? Maybe a mix-and-match approach will give you the best dish at the potluck.<\/p>\n

Looking for the Right Fit While Hiring a Consultant<\/strong><\/h2>\n

Let’s get real: selecting a consultant<\/a> isn’t like dating, but it’s not far off. You could listen solely to your brain, making lists and analyzing pros and cons. But just as with dating, there’s that intangible spark; or in business lingo, ‘alignment of values’.<\/p>\n

Your business is a reflection of you, not some soulless money-making machine (though making money is nice). When you onboard someone, you want more than a hired gun; you’re looking for a kindred spirit in a crisp suit.<\/p>\n

Now, there’s a sea of consultants out there. They’re like fish, swimming in schools, flaunting their flashy credentials. But just like dating, not every fish is your fish.<\/p>\n

The gist is: you want someone who doesn\u2019t just nod along to every idea. If they can tell you, “I don’t know” amidst a sea of self-proclaimed ‘know-it-alls’, grab that unicorn by the horn.<\/p>\n

Because in the cutthroat realm of consultancy, finding an honest, straight-shooting partner is like finding a four-leaf clover in the Sahara. Precious, and oh-so refreshing.<\/p>\n

Getting More for Your Money<\/strong><\/h2>\n

Here’s the low-down: Money’s not everything, but let’s not pretend it’s insignificant. By pitting consultants against each other in a friendly bout of competition, you’re not only ensuring they sharpen their pencils but also that they pull out their best tricks to wow you. And boy, do they want to impress!<\/p>\n

The eternal debate rages on: value versus price. In an ideal world, where budgets are bottomless and money trees are real, we’d all be yelling “value” from the mountaintops.<\/p>\n

However, back on planet reality, where board members squint at spreadsheets and CFOs clutch their calculators close to their chests, it’s a delicate dance between cost and worth. What you should be hunting for is not the lowest price tag, nor the shiniest offer, but the sweet spot where value meets affordability.<\/p>\n

So, when you present your pick to the higher-ups, having done your due diligence, it won’t just be about “Look how much we saved!” but rather “Look at the incredible value we’re getting for our money!” And really, who can argue with that logic?<\/p>\n

Hiring a Consultant Through Competition \u2013 How to Get Started?<\/strong><\/h2>\n

Rolling out a consultant competition isn\u2019t about shadowboxing or setting up an empty charade. It\u2019s about genuine contenders stepping into the ring. So, how do you ensure a true contest and not just an orchestrated dance?<\/p>\n

\"Hiring<\/p>\n

Set Clear Intentions from the Start<\/strong><\/h3>\n

Before even thinking about initiating a competition, get clear on your why. If you’re organizing this competition just to tick a box or to appease certain stakeholders, then you’re probably barking up the wrong tree. Remember, preparing a proposal is like cooking a 5-course meal \u2013 it requires time, dedication, and lots of effort.<\/p>\n

Play Fair and Square<\/strong><\/h3>\n

It might be tempting to let that charming consultant with the silver tongue have an inside track. But resist the allure! All contenders should have equal information, equal access, and equal opportunities to woo you. It’s not a game of favorites; it’s a quest for the best.<\/p>\n

Remember the Golden Rule<\/strong><\/h3>\n

Treat consultants as you\u2019d like to be treated. Forget the myths, legends, and tall tales about consultants being mystical creatures or cutthroat sharks. They’re professionals, just like you. If you wouldn\u2019t want to be led down a garden path in your job, don\u2019t do it to them.<\/p>\n

Leverage the Playing Field<\/strong><\/h3>\n

When you level the playing field, you might just be surprised at who comes out on top. Those industry giants, the McKinseys, Bains, and BCGs of the world, might just roll up their sleeves and give you a deal you can’t refuse if they sense a genuine opportunity.<\/p>\n

Transparency is Key<\/strong><\/h3>\n

From the get-go, be transparent about your selection criteria. This doesn’t mean revealing the recipe to your secret sauce, but it does mean letting contenders know what they\u2019re being judged on. You\u2019ll likely get more tailored, relevant proposals this way.<\/p>\n

Engage and Collaborate<\/strong><\/h3>\n

This is not a spectator sport. Dive into the process, engage with the consultants, ask probing questions, challenge them, and let them challenge you back. Collaboration can spark fresh insights and innovative solutions.<\/p>\n

Wrapping Up<\/strong><\/h2>\n

To sum up, think of this not as a “competition” but as an “exploration” \u2013 a journey to find the best fit for your needs. And, like all great explorers, equip yourself with integrity, clarity, and an open mind.<\/p>\n

The treasures you’ll uncover will be worth the quest, especially when considering the option of hiring a consultant to provide invaluable guidance throughout your procurement<\/a> journey.<\/p>\n

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hiring a consultant hiring a consultant hiring a consultant hiring a consultant<\/p>\n

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D\u00e9couvrez les avantages strat\u00e9giques de la mise en concurrence des consultants au cours du processus de recrutement. D\u00e9couvrez les raisons pour lesquelles la mise en concurrence des consultants peut am\u00e9liorer la qualit\u00e9 des propositions, favoriser l'innovation et, en fin de compte, vous permettre de prendre des d\u00e9cisions bien inform\u00e9es qui correspondent aux objectifs de votre entreprise.<\/p>","protected":false},"author":4,"featured_media":57483,"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>

\"Ultimate<\/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>