And if a candidate has industry experience on top of the
functional core, so much the better. Without that, you could
be creating more problems than you are solving. For example, order fulfillment for service parts is radically different
from the same function in apparel. Retail distribution is 180
degrees different from what’s required in consumer-direct.
Sometimes superficially related industries demand specific
experience. Footwear (shoes to us civilians) is not the same
as apparel.
Going deeper into the relationship
Once you’ve got beyond the qualifiers outlined above, quality of relationship enters the picture. The procurement gurus
may be disappointed to learn this, but consulting is not a
commodity to be put out for bid on the Internet, like peanuts
or pig iron.
Here’s where it’s important to engage the consultant(s) in
dialogue. You need to figure out whether he/she/they are
more interested in solving your problem or in promoting
their solution. Beware of methodologies looking for places to
be applied; beware of predetermined approaches to your situation; and beware of solutions trying to force-fit the problem into their biases and limitations (aka square peg/round
hole fixes).
Keep in mind that along with the business chemistry,
there’s personal chemistry to consider. Believe us, the quality
of relationship is neither window dressing nor trivial.
Your consultant needs to be, as Spanish-speakers sometimes say, simpático. He or she should be a listener, more
interested in you and your problem than in telling you all
about past triumphs, global insights, and bleeding-edge concepts. He or she must also possess the leadership skills to
manage and direct other resources on the team—including
yours—to successfully meet your objectives. Or to find new
resources if it becomes apparent that things aren’t working
out according to plan.
Find a consultant with that business and personal chemistry and you’ve got a fighting chance of success, and—
maybe—a relationship that will allow you to regroup and
move forward when the inevitable snags arise. And the benefits might extend beyond the short term. You could even be
building the foundation for a relationship that will continue
to deliver value to your organization for years to come.
