In a recent post about consulting engagements, I talked about some of the challenges with consulting organizations and their standard practices. I thought maybe some might benefit from some insight. These are some specific suggestions for handling these kinds of challenges.
1) Consulting firms have “relationship” managers or “engagement” managers – these are people whose job on the project it is to ensure the customer is satisfied. It is their corporate mission to ensure that your company spends more money with them. They are sales people. They come to your project meetings, with a stated purpose of making sure that the project is smooth and successful. Their “other” purpose is to develop a deeper network in your organization, and to “discover” other opportunities for their firm to “help”. While they may have expertise, industry knowledge, and skills that help your organization, it is worthwhile to question whether they should be billable on your engagement.Continue Reading