Summary
Hiring a consultant is no different from hiring talent: you need to look both for hard and soft skills if you want a successful and fruitful relationship. The most commonly used selection criteria, visual impact of the portfolio, same-industry experience, results achieved and price competitiveness don’t necessarily help to make a better selection. This presentation contains samples of the three key skills to look for, how they were critical in project success, and how to look for these skills in a consultancy.
Key Insights
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Understand the difference between hiring for execution ('hands') versus strategy ('brains').
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Prioritize partnership over vendor relationships for effective project outcomes.
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Evaluate agencies based on their approach to problem-solving, not just their portfolio.
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Industry experience is less important; expertise and diverse problem-solving are key.
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Focus on flexibility and big-picture thinking rather than rigid methodologies.
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Consider the political landscape and context of challenges in project discussions.
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A collaborator should challenge assumptions and provide valuable alternative perspectives.
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Look for candidates who are willing to adapt processes for mutual goals rather than insisting on uniformity.
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Involve potential partners in discussions about how a solution will be adopted within the company.
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Identify value delivered from the first meeting as a key indicator of a good fit.
Notable Quotes
"I am from Argentina and I am 8.5 months pregnant."
"When you know what the problem is, you hire hands to increase output."
"You can't expect strategic work from even the most experienced set of hands."
"A vendor provides a service, but a partner delivers value."
"The biggest challenge of a project is building a solution that's going to be adopted company-wide."
"Flexibility is not about using the same methodologies; it's about moving together towards the same goal."
"Success is not about integration; success is about not sacrificing quality."
"When hiring for strategy, you're looking for something that's more subtle."
"The picture thinkers are innovative and create unexpected paths."
"If you care about the solution, you're much better off hiring hands."
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