Why don't my internal clients trust me with their consulting needs?
"Trust is like the air we breathe--when it's present, nobody really notices; when it's absent, everybody notices."- Warren Buffet
You have read books about consulting sourcing and implemented best practices. You have mastered the consulting market and stay on top of the news in the industry. You have screened the supply market and identify potential new providers for your business lines.
But they still don't involve you at the beginning of a project. In best case scenario, they call you to negotiate at the very end of the process.
Why? They don't trust your ability to deliver on the sourcing.
How do you change that?
1. Know your supply market inside out
How many consulting firms serving your industry can you name? We all acknowledge that having a good grasp of the supply market is critical to get the best sourcing outcomes.
The consulting market is extremely diverse and complex. Consulting firms are not commodities that can be swapped without impacting the quality or the price of a project.
To add value to the sourcing process, you need to understand how the market is structure and how each dimension will impact a consulting firm's performance. Once you have this understanding, you can start research consulting firms within your industry that fit your future needs and your culture.
Last but not least, get a grasp of the economics of this category. It will help you during the scoping and the negotiations phase.
2. Build the trust
You know the saying: "Trust is earned, not given." That's true. But it doesn't mean you have to just wait for it to happen. To squeeze yourself into the relationship between clients and consultants, you need to develop relationships with both internal clients and consultants.
First, listen to your internal clients to understand their needs. Most of the needs of your internal clients are recurrent or predictable. If you can give them some viable options, they will come back. But then get to know your providers. It will help you understand their offerings finely, and make better recommendations to your clients.
3. Start taking baby steps
Finally, get things movings. But don't do it alone; with the strength of your sole arms. Find an ally. Someone who is, at the same time, an influential leader open-minded and interested in new methodologies. Convince them to launch a few pilot projects and thoroughly research new consulting firms. When you have finished your sourcing, you should have enough to build the case for change and pitch your supervisor.
Interested to read more? Please check out the full article here: "Make your internal clients trust you with their consulting needs"
As always, do not hesitate to reach out if you have any questions/wish to have a chat.
About the Author:
Hélène Laffitte is the CEO of Consulting Quest, a Global Performance-Driven Consulting Platform and author of “Smart Consulting Sourcing” , a step by step guide to getting the best ROI from your consulting. With a blend of experience in Procurement and Consulting, Hélène is passionate about helping Companies create more value through Consulting. To find out more, visit the blog or contact her directly"