“A recent survey suggested a high level of dissatisfaction amongst customers of the three leading strategy consulting firms in terms of “transformation” work. The Times reported that a survey of 702 executive staff and project managers found that of those who worked with the three biggest consultancies in corporate transformation projects, 84 per cent felt they “were no help at all”. ” – Peter Smith, LinkedIn Post (August 30, 2024)
The following is an excerpt from a recent Procurement Insights post – https://bit.ly/3MhqTNH
“Here is my response, highlighting what I initially used to screen solution providers. Remember, this is an initial evaluation. The questions dealing with things such as bench strength, implementation team capability, and scalability occur deeper into the assessment:”
In a lecture I gave many years ago, a person who worked for one of the biggest IT and business consulting services in the world approached me to share the following:
So many initiatives fail because our company’s A-Team has one primary focus: moving from prospect to prospect to sell and close the deal.
Once the deal is closed, the A-Team hands the initiative over to the B, C, and, when necessary, D Teams.
It all comes down to “bench strength.”
When choosing a consultancy or solution provider, ask for the individual names of the implementation team members should you decide to work with them, and then do your homework. In short, don’t buy the logo, but the expertise and track record of the people behind the logo with whom you would be working.
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Procurement Insights
When choosing a consultant or solution provider – Stop Buying Logos!
Posted on September 1, 2024
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“A recent survey suggested a high level of dissatisfaction amongst customers of the three leading strategy consulting firms in terms of “transformation” work. The Times reported that a survey of 702 executive staff and project managers found that of those who worked with the three biggest consultancies in corporate transformation projects, 84 per cent felt they “were no help at all”. ” – Peter Smith, LinkedIn Post (August 30, 2024)
The following is an excerpt from a recent Procurement Insights post – https://bit.ly/3MhqTNH
“Here is my response, highlighting what I initially used to screen solution providers. Remember, this is an initial evaluation. The questions dealing with things such as bench strength, implementation team capability, and scalability occur deeper into the assessment:”
In a lecture I gave many years ago, a person who worked for one of the biggest IT and business consulting services in the world approached me to share the following:
So many initiatives fail because our company’s A-Team has one primary focus: moving from prospect to prospect to sell and close the deal.
Once the deal is closed, the A-Team hands the initiative over to the B, C, and, when necessary, D Teams.
It all comes down to “bench strength.”
When choosing a consultancy or solution provider, ask for the individual names of the implementation team members should you decide to work with them, and then do your homework. In short, don’t buy the logo, but the expertise and track record of the people behind the logo with whom you would be working.
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