Management consulting in the U.S. is estimated to be a $330 billion industry with 5 percent annual growth. That means there’s a lot of consultants out there. Since anyone at any time can call themselves a consultant, how do you cut through the clutter to find the right one for you?
Three questions can help you quickly narrow the field:
- What results have they achieved as a practitioner in a college?
- What results have they achieved as a consultant for other colleges?
- What is their success rate?
What results have they achieved as a practitioner in a college?
The higher education consulting world is full of high-priced people who have experienced little or no success as a practitioner. A quick scan of their LinkedIn profile will show you what roles they’ve held in the past and what they have achieved in those roles. If they don’t have a complete LinkedIn profile, ask for their resume or CV. Oftentimes, consultants at large consulting firms are former clients turned salespeople. These individuals speak enthusiastically about how great their experience was working with the company. But that doesn’t mean they or the company they work for has produced positive results. So be sure to ask them for specifics. If the individual has their own consulting firm, start by asking them why they started the firm. If they can’t give you a compelling reason, it’s time to move on.
What results have they achieved as a consultant for other colleges?
Consultants often tout how many clients they’ve worked with or how many projects they’ve done. But this doesn’t mean they’re effective. In fact, if you look at the demise of many colleges over the last 12 years, it may be the case that many of these consultants have already shown themselves to be ineffective. Instead, ask for specific examples of what they were hired to do and the results they helped the college achieve. Be careful to distinguish the difference between consulting work (professional guidance based on expertise) and vendor work (supplying a product or service). For example, doing a program demand analysis is vendor work. Telling you what it means and how to strategically move forward with it is consulting work. If you’re looking for consulting work, ask for specific examples of how their expertise led to the kinds of results you’re looking for.
What is their success rate?
With so many clients to serve, consultants can move from client to client racking up their numbers and touting it as success all while not achieving results. So ask them what their success rate is. One way to do this is by asking how many of their clients would say they were satisfied with the consultant’s work. Another way is to ask how much repeat business they have with their clients? Ask for client references. Talk with their clients and see if their story matches the consultant’s.
Asking these questions will help you and your team cut through the clutter and find the right consultant to meet your specific needs.
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