Business History Books » Business Management Consultant » Consulting problem: What would you do?
Consulting problem: What would you do?
Question:
> but decides he needs > a ‘name’ firm to complete the project.
This happens very frequently in the management consulting world and large development projects, not as much in small to medium computer programming consulting situations. Generally, the reason for calling in the name firm is political – unless the firm has some true experience in the area. Given that it’s a political question, I recommend you post this question in a political science newsgroup. In reality, I say "ok, can I still propose for the work?" then take on the big guys toe to toe. You can win against them in a fair fight. (Note the word "fair"). Failing that avenue, you hang on with the client, somehow. Perhaps some other assignment. And wait. Very often the big guys screw up, the managers that brought them in get chastised, you are there in the wings with a better idea, and there is much money to be made cleaning up the mess. Cheers, Tim
Response:
- Hide quoted text — Show quoted text – > Hi, > I’m a University student in Toronto, ON, Canada. I’m currently taking a > course in Management Consulting and my Professor posed the following problem > to me. > "Your best client is pleased with your work > but decides he needs > a ‘name’ firm to complete the project. Do > you convince him > otherwise or do something completely > different. What tactics > could you use?" > I’m interested to know what others think about this. > Justin Edmead
It sounds like your "professor" (I used a lower case p on professor because from the sounds of things he deserves it.)like most academicians is out of touch with reality. In over 30 years as a consultant, 15 of which has been with my own small firm, I have never experienced what he describes. The only Professionals I have see who believe that a "name firm" is preferable are those employed by "name firms". My little firm has done work for many Fortune 100 companies and has also been engaged by several of the major "name firms" to help them establish strategies in both marketing and client retention. Tell your professor to pull his head out of the text book and get a real job to learn what business is really all about. Then, he may be qualified to teach. R. Gutshall, PhD
Response:
> I’m a University student in Toronto, ON, Canada. I’m currently taking a > course in Management Consulting and my Professor posed the following problem > to me.
Want us to do your assignment for you, huh? 
Oh, what the heck: > "Your best client is pleased with your work but decides he needs > a ‘name’ firm to complete the project. Do you convince him > otherwise or do something completely different. What tactics > could you use?"
First, I’d want to be sure he’s really satisfied with my work, or whether this is just a polite brush-off. Second, I’d ask why a "name" firm is important to him — is it the desire to use the name firm’s involvement to help him sell the ultimate product, some perceived "extra" to be received from the name firm, or just irrational snobbery? In any event, I’d try to make the best case for my continued involvement in responding to his concerns — offering to correct/resolve any dissatisfaction with my work, set forth why my work is as good as/better than the name firm, and call on any reservoir of good will I’ve (hopefully) created with this client to remain on the project. Ultimately, though, unless there’s a clear contract right of mine being violated (in which case resolution of the contract claim might be an element of our discussions), the client calls the shots, and if I’m unable to convince him to retain me, I’d offer my best efforts to make the transition as smooth as possible. After all, the name firm may blow it and the client may need to ask you back to pick up the pieces, and in any event you want him to consider you for other work, so it seldom pays to burn your bridges. — Steve on Cattail Creek
Response:
- Hide quoted text — Show quoted text -> Hi, > I’m a University student in Toronto, ON, Canada. I’m currently taking a > course in Management Consulting and my Professor posed the following > problem > to me. > "Your best client is pleased with your work but decides he needs > a ‘name’ firm to complete the project. Do you convince him > otherwise or do something completely different. What tactics > could you use?" > I’m interested to know what others think about this. > Justin Edmead
You should tell us what YOU thing … you are the student :) If your client is truly happy with your work and still wants you around, probably your client is under some pressure to consider a ‘name’ firm. Maybe the project is showing signs of failing (and you are hindering, or at least not helping, the situation). Maybe the ‘name’ firm owner’s brother-in-law is your client’s boss, or the ‘name’ firm has come in and done a good marketing job on your client so that he/she feels nervous about the status quo. Ask your client what ammunition (facts) he needs to support a decision to keep you around, either in the same relationship as before, or working alongside (or even supervising) the ‘name’ firm’s people. Obviously this would only work if you are the only person available that can provide continuity or leadership for the project. And you’ll have to have a good working relationship with your client, so that he will be honest with you. You could raise doubts in your client’s mind about the marketing tactics of the ‘name’ firm, or if you are lucky you can find out something about the firm’s track record in similar projects. Your client will be motivated to get the job done at the most economical price in the time available. The ‘name’ firm will probably cost a lot more than you do per day — what guarantee is there that they will succeed, and in a shorter time than you would? Just some thoughts, Mike — Sunrise Systems Software _____ Ridgetown, Ontario, Canada | R/C Soaring _/ Glider Guider
Response:
Hi, I’m a University student in Toronto, ON, Canada. I’m currently taking a course in Management Consulting and my Professor posed the following problem to me. "Your best client is pleased with your work but decides he needs a ‘name’ firm to complete the project. Do you convince him otherwise or do something completely different. What tactics could you use?" I’m interested to know what others think about this. Justin Edmead
Response:
Justin, I’d find out: 1. Was I doing a good job on the project? 2. If yes, why do they want to switch? 3. If not, what would they like to see done differently? Then overcome their objections using facts and data to substantiate my claims. Hope that helps? Terri Firebaugh — Firebaugh Communications http://www.firepub.com Public Relations Author/Book Tours High-Tech Health/Fitness Womens Issues Small Business – Hide quoted text — Show quoted text -> Hi, > I’m a University student in Toronto, ON, Canada. I’m currently taking a > course in Management Consulting and my Professor posed the following problem > to me. > "Your best client is pleased with your work > but decides he needs > a ‘name’ firm to complete the project. Do > you convince him > otherwise or do something completely > different. What tactics > could you use?" > I’m interested to know what others think about this. > Justin Edmead