How Do You Choose a Leadership and Management Training Consultant?

So you have decided to use a professional leadership and management training consultant. Good thinking! Now, how do you choose one? Here's my 10 step plan of how to choose a leadership and management training consultant and get started on developing your team.

1. Define your objectives

You must be absolutely clear in your mind about your business objectives and what it is you want to change. Why is the change necessary? What are the potential consequences?

2. What can you do internally

While I believe hiring an external professional is often a great idea, consider what development can be done internally: On the job shadowing, coaching, mentoring, follow-up sessions, in house HR and training teams. What extra resource do you need from the consultant (time, experience, expertise, skills etc)?

3. Write out your brief to the consultant

You will be asking the consultant to pitch for the work: be precise about what work he or she will be pitching for! If the consultant uncovers other areas and makes further suggestions then you can consider them - but have your brief ready.

4. Get the appropriate buy-in from internal stakeholders

In many cases the work to be done will overlap organisational boundaries or require sign off by various department heads. Get some commitment (in particular from senior management) at this stage before progressing too far.

5. Get a shortlist of Consultants

Recommendations from trusted sources is the way to go here. Who do top companies you know use to train their people? Can you get references? Obviously seek consultants most appropriate for the type of work you are after: sheep-dip 3,000 team leaders through the basics or high-level talent management for a few rising stars?

6. Meet your shortlist

A key stage. Set aside a couple of hours for an initial meeting. During this you can take the consultant through your business and your brief. The consultant should have done some research before coming - check out his or her prep too. During the meeting try and work out: How well do they understand your business? How well did they pick up on your needs? What are their skills like? What is their passion and commitment like? Do you like them?

7. Get a Proposal

Insist on having a written (emailed is fine of course - don't pick your consultant based on the quality of his brochure!) proposal for the training work. This should contain a clear definition about what issue is to be tackled, the needs of your business, specific deliverables, an outline of who will do the work and their relevant experience, some indication of how the work will be carried out and an explanatiuon of their fee structure and terms (plus a quote for the job of course).

8. Make your choice

Based on your meetings and the proposals, make your selection. Make sure you have met the people who will deliver the work. This is a MUST! Check out any references. Question further to be doubly sure. Get out your brief from step 3 - is this what you asked for? If it's not, why not?

9. Plan your follow-up

All though the work hasn't started yet - begin planning the follow-up with your chosen consultant now.

10. Confirm the details

Settle the precise way of working, dates, facilities, participants, schedules, sign contracts and organise any internal support necessary.

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