Hey there leaders!
I am blessed to help run one of the best consulting companies in the world. Yes, I’m biased and yes, I’m in charge, so I’m super biased, but I know more about them than you, so I’ll keep my bias – thank you! In my role, our clients put a lot of trust in my opinion and insight to help guide them. Pragmatic Works focuses on defining outcomes with our clients, if you’ve been reading here you know how important I think that is!
I often find myself on the other end of a call that goes like this:
Client: “Adam, we’re looking to bring in a firm to do this amazing new initiative and we didn’t think that was in your wheelhouse. Is that correct?”
Me: “That’s true, but we do know some companies we can recommend or we can help you evaluate how they will fit with your organization. We work really well with your teams and management, and I want to make sure that you get that experience with whoever else you bring in.”
Client: ”Well, that’s why I’m calling. We’ve already narrowed down to the short list, and they all seem qualified; so we are looking for some insider knowledge to avoid any issues down the road. We expect a 2-3 year relationship with this new firm since this is a new business initiative and we need to meet the right team.”
Me: “Well, to keep your investment level down, why don’t I do a call with your decision and vetting team, and I’ll give them some insight into how I evaluate firms. Then if you’d like us to get more involved, I’m happy to work with you on a plan. I think after the call you’ll be well set up for success, since I know your team and firm pretty well by now.”
Client: “Sounds good. I’ll set it up this week.”
Now I needed to prepare for this call, so I sat down with my team and start brainstorming things that made us a great fit for this client as well as things we respected when working with partners and other firms. After an hour it came down to three categories of questions.