As a business owner you are facing a daunting challenge to
survive, let alone thrive. Unlike earlier days when running your
HME seemed simpler, today there is no way you can do it all or know
it all. Enter the consultant.
Consultants can be used for a variety of reasons. They can:
Educate and Validate
These people read, research and track trends and subject matter
you probably have neither the time nor desire to tackle yourself.
Take advantage of it. Not only can you benefit from their
experience but also from the experience of their other clients.
That knowledge can help to support a direction or project you're
thinking of undertaking.
Corroborate and Accelerate
Consultants can reinforce ideas you've been contemplating.
Because “the meter is running,” they can instill a
sense of urgency, perhaps a good thing considering the need to
respond to the industry's fast-changing, competitive market.
Facilitate
Consultants are used to coordinating brainstorming sessions,
focus groups, strategic planning meetings and management retreats.
They have the ability to focus on objectives and not on the hidden
agendas or politics that can lurk in the sharing of ideas.
Negate
In some situations, the experience and knowledge of an outsider
can draw attention to the destructive behavior, thinking or
direction an organization is contemplating. Objective perspective
and experience can prevent a lot of costly false starts and
misdirection.
Consultants also come in every size, shape and fee level, from
highly specialized local, one-man shops to international general
firms. Finding the one that's right for your needs is critical.
Consultants aren't inexpensive. Aside from their fees, your
investment of time and energy with the project can be tremendous.
Here are four things to consider to get maximum benefits from
working with a professional consultant:
Function
What is the purpose for engaging the consultant? Is it to
evaluate or re-evaluate a process or function? Is it to explore a
new idea or project? Is it to provide a perspective on something in
trouble and dying or growing and expanding?
What do you need? Do you need someone with expertise in one area
such as billing, staffing, product development, clinical
assessment, finance or accreditation? Or do you need a generalist
in business growth, operations, market development, industry
outlook, general law, etc.?
Fit
Chemistry is as important as any credentials. Many consulting
engagements can require intense interaction at a number of levels
within the company, so interpersonal style better exist. When you
are giving access to confidential and proprietary information,
there also must be a level of trust and confidence.
Freedom
Since access to people and confidential information is often
critical to perform his or her function well, the consultant must
be trusted to gather, analyze and work in an environment of full
disclosure. Depending on the nature of the issues to be examined
and the company structure, the information shared may include
personal as well as business insights. The more closely held a
company, the greater the need to align personal and business
goals.
Final Outcomes
What are the end results to be? Beyond the action steps or
reports, is the consultant to come and go or stay and implement? Is
the goal a one-time assessment and recommendation, or do you seek
to establish an ongoing advisory relationship?
Consider these things before you begin to search for a
consultant. There are a lot of good consultants; the key is finding
the one that's right for your business.
Vince Crew is a strategic business growth adviser and founder
of REACH Development Services, Naples, Fla., and the author of
Keeping the Very BEST (Lighthouse, 2003). He speaks and
consults with health care providers and related professionals on
competing successfully in crowded markets. He may be reached at
Vince@REACHdevelopment.com or by phone at
239/455-0816.
