September 2010 Web Extra: Before you call

We asked industry consultants what they want their clients to do before they fly across the country to visit. Here are their responses.

• Get their current recruiting/hiring/interviewing material together (if any exists) so I know what I am starting with. 
  
• Have a current list of all positions available in the company and wages ranges for each. 
  
• Identify one person in their organization who will be my primary contact. 
  
• Identify their vision, be ready to change, understand where they are today in their business journey.
  
• Organize financials, make goals and objectives, prepare for emotional aspect of a transaction.
  
• Be prepared to be completely transparent in our conversation.
  
• Allow full disclosure of the pain they are experiencing in their business.
  
• Understand that most changes in business are based on the metrics of past financial performance. Know your numbers.
  
• Review (or in many cases, develop) their strategic plan and related tactical human resources initiatives.
  
• Research their competitors and become aware of traits and characteristics that make them stand out.
  
• Be prepared to tell your story – why you have been successful, how you have done it, what barriers to success have you overcome, etc.
  
• Think about what it would look like to win.
  
• Have clear goals, necessary resources and objectivity.
  
• Talk with other clients.
  
• Join their state or national trade associations.
  
• Be clear about your goals and objectives, be ready to work and have an open mind about how to accomplish them.  
  
• Have a simple vision, a budget and a commitment to the project.
  
• Collect relevant facts; don't take action against employee without speaking to us.
  
• Know your internal policy concerning the issue at hand as well as your past practices concerning that issue.
  
• Have an open mind, call early on, talk with other people who have had success with consultants
  
• Interview multiple consultants, be committed to partnering with a company/consultant, get commitment from key team members in your company.
  
• Organize documents, discuss plans with key employees, define your problems.
  
• More awareness of – and a commitment to – educating the customer on the importance of environmental stewardship.  A bigger idea than “getting through plan review.”  The goal is not to attempt to convert every client into an “environmentalist,” but simply imprint the basics of responsibility to their community.