Maintaining and implementing hardware, software and networks is most likely not your core business.  Now also may be the time to focus on your core business and find people to provide you with capabilities you do not have or assist you in non-core functional areas.  You may be thinking about outsourcing your Information Technology (IT) needs to a third party company or hiring a consultant to assist you with a particular project.

A challenge for smaller businesses is many vendors think one small or midsize business is just like the next small or midsize business.  But businesses, even those in the same industry, are not the same and they might not operate in a similar manner.  IT solutions and services for one business are also not the same as another business.  It is important to determine what solutions and services work for your business.

One Size Does Not Fit Everyone --

You Need to Determine the Right Size for You.

As you discuss your needs with information technology companies or consultants you may want to consider the following:

Determine what you need or think you need.  Before you call a technical consultant, list and prioritize your information technology functional needs as they relate to your business strategy.  Technology companies provide different services – network engineering, cabling, ecommerce, software development, consultative services, etc.  Each company has their own skills, tools, and, often, ideas and approaches to deal with IT challenges.  Some offer approaches and methodologies; others have prepackaged solutions.  This does not mean you preselect a solution.

Be Open Minded.   Find a consultant who listens and understands your business needs AND is not just interested in your information technology requirements.  The best consultants do not just take orders. They listen to you; they engage you and work with you to develop a solution that supports your business.  There should be give-and-take conversations.

Be wary of Consultants who recommend solutions without collecting facts about your business and existing technology.  This is a difficult one.  Think of it this way.  You visit a Doctor because you have pains in your chest.  He automatically knows what the problem is.  No diagnostic tests are performed in the office.  No visits to the hospital for blood work or X-rays. He/she just knows.  Would you continue going to that Doctor?  Probably not.  

Think of the old joke:

Patient:  Doctor, it hurts when I do this!

Doctor:  Then don’t do that.

The best consultants will perform some form of diagnostic review.  How long the review takes depends on a number of factors and the best consultants will explain the level of effort necessary.  Look to receive a report with findings and recommendations.  The report should be much more than check boxes. 

Be aware that some consultants will offer to diagnose your problems for free or a small fee.  This might be a tactic to eliminate competition and the result could be an incomplete “diagnosis”.  You could very easily end up hiring the wrong consultant. 

Find the perfect fit and perfect balance.   Don't overlook intangibles, such as the attitude, motivation, and fit with your company's culture.  If the consultants are not able to work with your staff, it is a waste of your time and money.  Believe me the consultant (s) are doing the same thing – can they work with you.  Putting together an effective team (yours and the consultant) is a balancing act.  It needs to be a win-win for both of you.

Ask questions.  Don’t be afraid to ask hard questions.  You are interviewing the consulting organization.  Three potential questions to ask are:

How do we end the relationship?  Are there any penalties?  As much as you can screen a consulting organization, the possibility exist that after working with them for a period of time you find out the fit is not good.  Or your business has grown and your technology needs have also changed.  The current consultants are no longer the right fit.  You need to know how to end the contract.  

 

What don’t you (or the organization) do well? There are over 200 job descriptions when it comes to information technology.  No one company (not even Microsoft) can do all well.  It is not realistic to think a company can do them all.

 

Are you a reseller for any software or hardware?  Do you receive commission from any third parties?  This does not mean you do not hire the consulting organization.  What it does mean is the company may not be objective when recommending solutions.  To someone with a hammer, everything looks like a nail.  It is important to know built in bias prior to signing any contract.

If you get evasive or unclear answers, find another consulting organization.

Implement the 30-60-90 Rule.   Plan to reach a major milestone in 30, 60 and/or 90 days.  Demonstrable results help both of you focus your efforts and provide an opportunity to assess the performance of the consulting team.  Adjustments can be made to the contract. 

Leaders in an organization need to determine what

outsourcing information technology means to them —

What Is a Successful Relationship for You?