So you’ve hired a consulting firm in the hopes that they will leave a very tangible, long-lasting, and positive impact on your business’ performance. Congratulations! You’ve taken a smart, strategic step. Bringing in external expertise can help you tackle challenges, seize new opportunities, and break through internal blind spots.
But hiring consultants is just the beginning. To truly unlock their potential and secure great outcomes, your role as a client is critical. A successful consulting engagement is always a two-way street.
Agree on clear deliverables and KPIs right from the outset
If the proposal you agreed to doesn’t already contain concrete deliverables and key performance indicators (KPIs), get these clarified before the project kicks off. Both you and your consultants need a shared understanding of what success looks like.
This clarity keeps expectations aligned, helps you track progress objectively, and ensures that both sides stay focused on outcomes that truly matter. A good consultant welcomes this because it sharpens their purpose and accountability.
👉 Tip: Make KPIs as measurable as possible. e.g. “Increase lead conversion rate by 10% within six months,” not just “Improve marketing effectiveness.”
Let your consultants do their work freely
Resist the urge to micromanage your consultants. You hired them for their independent and objective perspective. Let them bring that fresh view to your business challenges.
We’ve seen cases where clients tried to dictate the research process, influence analysis, or steer the recommendations toward their own assumptions. This undermines the value of hiring consultants in the first place. Remember: their greatest strength is seeing what insiders can’t.
Communicate frequently and schedule regular updates
Silence can sink a consulting project. When communication fades, assumptions creep in and those assumptions often lead to disappointment.
Hold weekly or bi-weekly meetings where you and your consultants discuss progress, obstacles, new findings, and next steps. These check-ins build momentum, strengthen collaboration, and give both sides confidence that the project is on track.
Be transparent and share everything
Consultants rely on access to accurate, complete information. If key facts or context are withheld, intentionally or unintentionally, the solutions they propose may miss the mark.
With a solid NDA in place, share everything: the good, the bad, and the ugly. Even data points you think are irrelevant might provide valuable clues to your consultants.
👉 Tip: Don’t wait for them to ask. Be proactive in offering documents, reports, or insights that could help.
Don’t justify; listen
When consultants surface uncomfortable truths, whether about declining customer satisfaction, weak processes, or product gaps, resist the instinct to defend or explain.
Your energy is better spent listening and collaborating on solutions. Your consultants are not there to judge; they’re there to help you fix what needs fixing so you can achieve your goals.
Don’t get offended by the findings
👉 Tip: Be careful if your consultant only tells you what you want to hear.
Don’t expect magic — value fresh perspective
It’s not unusual for a consultant’s recommendation to feel obvious once it’s presented. That doesn’t diminish its value.
Often, what’s needed is clarity and objectivity, and that’s exactly what consultants provide. They connect dots that insiders miss because of emotional attachment or day-to-day distractions.
👉 Tip: Judge solutions by their effectiveness, not their complexity.
Be patient
Consulting outcomes, especially on complex issues, rarely materialize overnight. Real change takes time: strategies need to be implemented, new processes embedded, results measured.
Set realistic milestones and timelines, and give your consultants the space to deliver meaningful results. If you’ve agreed on when KPIs should show progress, use that as your yardstick, not impatience.
Inspire your consultants
Great clients bring out the best in their consultants. By being respectful, engaged, and open-minded, you help your consultants do their best work. You create an environment where they’re motivated to go above and beyond, bringing you insights, innovations, and dedication that surpass even their own expectations.
👉 Tip: Treat your consultants as partners, not vendors. The results will speak for themselves.
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