No longer is the lowest price, the best deal anymore Clients realize this, and demand more from their trusted solutions advisor. Ten (10) questions to ask a Technology Solutions Consultant before hiring them … 1. How long has your firm been in business?

Consultants have a reputation for pulling the infamous “bait and switch” on clients; impressive partners with impeccable credentials dazzle clients into signing contracts, then junior consultants show up for the engagement.  Which begs the next question …

3. What are the backgrounds of the other IT consulting team members?

Ask the consultant, "Are you the person who will actually work on this assignment?  In larger consulting firms, it's the senior partners who typically sell the assignments and the junior partners who later conduct the assignments. While this generally isn't a problem with smaller consulting firms, you should ask this question just to be sure. Clients should understand that consulting is a leveraged business: Junior team members will do most of the grunt work under the direction of senior partners. And knowing consulting team members builds trust and confidence for both the clients and consultants.

4. Have you worked with clients in a variety of industries?

Such broad experience will enable him to "pull" ideas from various environments in working on your assignment. Also, his working in a number of industries will help to avoid the conflict of interest so often faced when a consultant serves a number of clients in only one or two industries.

Or will he go off on his own to develop a solution he'll later deliver to you? Remember, the best strategy in the world is useless unless it's implemented. And it will be implemented only if your managers care about it. Because your manager's buy-in is critical, you'll want a consultant who will work in "partnership" with them. So even if the solution you ultimately adapt was initially the consultant's suggestion, his working in partnership with your management team assures that it also becomes "theirs."

6. What is your philosophy regarding your own consulting services? 

Will he eagerly work on your behalf so that his contribution will actually strengthen your management team? So when his assignment is complete, your managers will be stronger than they were prior to their association with the consultant.

7. Does your firm guarantee its work?

Most IT consulting firms will work to the client’s satisfaction, but rarely do firms offer a 100 percent money-back guarantee. During the proposal phase, clients should make sure that consultants specify their deliverable as precisely as possible.

8. What are your professional affiliations? 

There are certifying bodies within the information technology industry. Typical certifications include "Microsoft Certified Systems Engineer" (MCSE) or Cisco Certifications, such as CCNA, CCNP, etc.  Such certifications go to only those who fulfill specific professional requirements.

9. Do you have an excellent reputation among my peers?

Ask the consultant if he's willing to furnish client references.  He should. In fact, I've never heard of a consultant who wouldn't do so. If you find one who won't - for whatever reason - say "good-bye" to him immediately.

10. Finally, ask yourself the question, "Am I comfortable with this person?"

Trust your intuition. Aside from his experience, his client references and his certification, are you comfortable with the consultant as a person?  This is extremely important. For the most successful client-consultant relationships, are developed by people who simply enjoy working together. So be sure you feel "right" about the IT consultant you select.