Ask your average consultant what time it is and theyll ask if you have a watch; then theyll charge you a fee to look at your watch and tell you the time. Or maybe they will explain the features of their own watch in an effort to get you to purchase it regardless of whether or not you need a watch.
Great consultants, on the other hand, will tell you the time. In addition they will assist you with understanding how you can always know the time. At its best, the business of consulting helps you to understand how you can make better use of what you already have. At its worst, you pay to have someone else tell you what you already know needs to get done. So, how do you make the better choice when it comes to hiring the right consultant? How do you ensure that your agenda is being honored and implemented? There are three key points to keep in mind when bringing a consultant into your practice: 1. Be clear about your intentions What is it that you really want? Do you want to double the number of patients you see, while maintaining current staff and resources? Do you want to spend less time in the office and get paid more? Do you want to retire in 5 years? Whatever the need, you need to be clear about why you are hiring a consultant, and the service that you want them to perform. Your desires/your aspirations need to be the foundation, the starting point of every endeavor for your business and you need a consultant who will champion your cause. What is it that the consultant can do for you that will “wow” you? 2. Ask open ended questions. If I say to you “Quelque chose en Français que tu vous ne pouvez pas comprendre?” Versus saying, “In order to ensure success, we need to change the business to effectively implement the strategy. This is done by aligning data, applications and technology architectures with business needs and direction.” Did my question and recommendation make sense? How do you know that what Im asking, or the solution that Im proposing ties in with your goal, if a consultant does not explain at least the steps of the solution? A great consultant will spend the time with you to get buy-in from you and your organization. Communication is the key. Remember, this is your hospital or practice; it is your dreams in actions, so your wish is their command! 3. Manage Expectations The enthusiasm that first comes with putting a goal into action is usually followed by confusion. Then a lot of hard work and in some instances re-work. When implementing a project, keep in mind this very sacred trilogy: Scope, Budget, and Schedule. How big is this project that you want to implement? What is the potential impact on your staff and your business? How much money, time, and how many resources can you allocate to this project? And the most important question to ask: How much can this consultant do for you, realistically? At the end of the day, you want this to be a one-time initiative in which a temporary project team implements a specific solution to achieve a benefit. Then you want to be able to synthesize the solution and be knowledgeable enough to manage the change. Great consultants get behind the change that everyone talks about. They are the saviors and they take the blame. Why else would they get paid so much? There are technology experts and product pushers that will tell you that they have the answer. Rare is the consultant that can look at the entire organization and provide you with a cost benefit analysis for the things youve been wondering all along. Hiring a qualified consultant can be one of the best business decisions you will make.
