Preparation Prevents Rip-Off!

Matt Anderson at The Referral Authority talks about the likeability factor in his June newsletter. The L-factor is all about relationships and how they shape your business. In Matt’s words, if you don’t like the results you’re getting, change your actions with regard to the L-factor.

Specific examples illustrate Matt’s recommendations. I like that about his high content materials. Matt walks the walk, something that many fail to do. Because the L-factor can overwhelm reality, I suggest that your firm do preparation prior to hiring a consultant or awarding a project.

In fact, after one client’s recent bad experience, I am developing a list of questions that small business owners can use prior to engaging an expert for their firm. Here’s what I’ve got so far. Feel free to add your own.

Checklist:

• Have I talked with more than one person?
• Do I have references?
• Have I checked references?
• Has the consultant written anything on a similar problem or topic? Reading their materials will give you an idea of how they approach problems.
• How does this consultant define responsiveness? Will I hear from them within the same day? Do I have a guaranteed response time?
• If this is a firm, not a solo practitioner, who will service my account?
• If this is a solo practitioner, do they have the time to devote to my firm?
• How do we clearly define the scope of work?
• Have I requested and received a letter of confidentiality?
• What kind of paper trail will this consultant provide?
• What are the terms of payment?
• What detail can I expect with follow-up?
• What is the successful outcome from this alliance?
• What is the next step?

Post your questions and encourage your clients to hold you accountable; it's a quick way to separate the outstanding from the "also ran."