Aviation Consultants - What role do they have in the industry?

I was recently at an industry conference where I heard several disparaging remarks about the role of consultants within our industry. I may be wrong but I sometimes get the feeling that any mention of consultants within the aviation industry seems, in some quarters, to evoke an image of older men in grey suits with questionable attitudes looking for easy money by not doing very much. 

To be fair, during my career, I have on several occasions, seen my employers pay six figure sums for their services but not actually implement any of their recommendations. Ever heard the expression 'steal your watch and then tell you the time' ?

I started my company shortly after taking redundancy and being hugely enthusiastic, possibly a little naive, about apparently 'adding value' and 'making a difference'.  Around that time, I received a call in which, interestingly, I was told that there are 'many consultants, most are in between jobs or keeping their hand in before retiring'.

With absolute respect to my previous employers, five years on, I can honestly say that I've learned so much more about the aviation industry working as a consultant than I ever could have in the 30+ years that I spent working within corporates.  

One of the things that becomes quickly apparent is just how myopic the entire industry can be at times. Slow response, short term vision and brain drain are just some things I've noticed in my journey so far. When you aren't tied to a single, large organisation, you can really see it. 

We all know that outsourcing has been a successful concept in many industries. In fact, its well known that in many environments that outsourcing can often be performed more efficiently and to a higher standard than if it remained insourced. 

Consultancy is most definitely not about dispensing expensive advice to anybody who will listen. Its my belief that its actually a very valuable and cost effective service sector that, creatively and well used, the industry can really benefit from. 

Training, Audits, Documentation, in fact Consultants can often offer a whole range of services as well as advice, all of which are completely focussed around supporting the client, improving performance and helping them achieve their objectives. 

In fact, being independent is a significant advantage. The ability to look outside to inside,  means that Consultants occupy a different, almost unique space to more traditional service providers. 

They can provide anything from single, short term interventions right up to longer term and full range of support services whilst providing a wide range of insights from across their sector all of which can significantly benefit our clients.

In many instances, having significantly lower unit costs and focussed expertise mean that consultants can often provide quality services more efficiently than the in-house equivalent. It doesn't make sense that consultants and subcontracted services are often first in the firing line when the industry contracts. Instead, they are often the answer not the problem. 

We were recently contacted by a departmental manager within a client who had been tasked with writing a manual. It was clear that the organisation had underestimated his workload as well as the size, magnitude and the specialist nature of the task. We were able to deliver what they needed at a fraction of the time and cost had the decided to do it in-house. No brainer,  win-win! 

Where consultants can set themselves apart is that we are able to look the industry in a more organic way, understand trends, bring those subtle differences and fabulous best practices into a single space where our clients can also benefit. It’s exactly the same principle that I adopt within my own business.

All organisations need wise heads, trusted advisors. Motivational speaker Jim Rohn  famously said that 'we are the average of the five people that we spend the most time with'. There are good consultants and bad consultants. The latter only continue to work because their clients allow them to. For a consultant, credibility, service and results must and always be, everything.

Like any other selling company, consultancy services are subject to market forces and our reputation must to be based solely around the quality of service that we provide. It isn't and should never be about easy money. By building relationships and trust as well quality output we can gradually start to break down some of the barriers. 

So why not drop me a line or give me a call, let’s see what can do for you. 

Simon Miles is the Managing Director of Miles Aviation Consulting Ltd, a UK based company who are Ground Operations & Ground Handling specialists and provide services globally to the commercial, business and military aviation industry. 

Check the Miles Aviation Consultancy website here or contact Simon Miles directly at [email protected]