Entrepreneurs and company managers recognize the need to rely on external professionals. The new, fresh and different points of view of what is lived on a daily basis, are really appreciated when there do not seem to be any options or outlets. The lack of time to dedicate to sensitive issues that require a certain level of deepening, marks another opportunity for external advisory services. However, there is also a certain "fear" of using these services.
Business owners and administrators of small and medium-sized companies have come to feel "scammed" by consultants, offering solutions that are beyond the reach of the client or not adequate to their needs, in exchange for high fees. The fame of "smoke sellers" and "opportunists" has grown. As well as the large number of jokes that exist about this profession.
It is here where we find a confrontation of points of view. The "consultancy" lives to serve the companies, its main interest is that they last over time, grow, create value for their shareholders. Companies acknowledge that they require outside professionals and are willing to pay for their services, but would like to see more commitment from them. So why not reach a win-win agreement?
It is difficult to visualize a system where consultants are willing to risk something, yet the environment is lending itself. Faced with the "atomization" of advisers, consultants, external professional services, etc. competition is growing. The world crisis is dictating a moment of “skinny cows” for certain types of consultancies, since when the operations of the companies are reduced, the first projects that are stopped or canceled are those related to continuous improvement. This is where you can apply, how about a scheme where a large portion of the fees are tied to the achievement of goals, results or customer satisfaction? Not only at the end of the project, but also at an intermediate time after its completion.
Well, this scheme is being seen as necessary. Very few firms have been willing to develop it due to the demands it entails: greater control in the variables to be evaluated, firm work values in their staff and that of the client, trust on both sides in the work, reduced security of perceiving large fees etc.
When projects are carried out under one of these trust schemes, the relations between both parties are likely to last in the long term, something that is rare in the consulting world today.
These Trust and Commitment schemes are really win-win agreements and the advantages are summarized in the following table:
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Client |
Consulting Firm |
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This is the turn that external advice is required to take. Given the competitive environment and crisis is what is required. However, it is also without a doubt a great opportunity for firms to reflect on the quality of their services and, above all, the importance of their activity: helping other companies to be better, to be more productive, to increase the quality of life. and competitiveness of the country. From this situation, surely we will all win.
