Forbes: How To Foster A Relationship With Your Consultant

When it comes to consulting, misconceptions abound. But according to Simplus VP of North American Delivery Ryan Northington, a good technology consultant will create an experience that disproves them all.

Ryan’s article covers five major misconceptions that often come up when organizations consider consulting options, including billing hours, what is and isn’t the consultant’s job, and goal alignment. Ryan also offers several tips for fostering just the right relationship with a technology consultant that will leave all parties happy. Check out the highlights below or read the full article here!


Misconception #1: Customers and consultants, or service providers, have different goals.

“While this may be what it feels like at first, qualified consultants should communicate with the customer and identify the true goal.” —Ryan Northington


Misconception #2: The consultant will try to bill as many hours as possible.

“That’s not the case. Good consultants know that their business model relies not on racking up time, but on getting their clients live and successful.” —Ryan Northington


Misconception #3: It’s the consultant’s job to make all of the decisions, and the customer is passive in the relationship.

“Unfortunately, for this partnership to succeed, there should be a mutual understanding of risk.” —Ryan Northington


Misconception #4: Alignment occurs only during the design phase.

“Don’t we wish the original plan would play out until the end? But experienced consultants know that alignment is going to change over time.” —Ryan Northington


Misconception #5: Executives should leave the success of the engagement to their subordinates.

“In reality, I believe decision makers should be more involved. At my own company, we believe that training those who will use a new system is a crucial part of the implementation.” —Ryan Northington


Tip #1: Get to know your consultants.

“A digital transformation experience with consultants starts well before the formal technical implementation.” —Ryan Northington


Tip #2: Set expectations.

“Strive to set expectations at various levels. For example, you can create an entire phase — the “analyze and design” phase — dedicated to setting expectations.” —Ryan Northington


Tip #3: Understand your responsibilities.

“You’ve hired technology experts, but you’re still the expert when it comes to your vision and how your business operates.” —Ryan Northington


Follow Ryan Northington on Forbes for more insights and expertise on the consultant experience and professional services!

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