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MANAGING Tough Times
Don Hofstrand
Agricultural Economist
Co-director Agricultural Marketing Resource Center
Iowa State University Extension
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
• What is the Role of the Consultant
MANAGING Tough Times
What is the Role of the Consultant
“Consult -- to seek the opinion or advise of
another person for making a decision.”
“The consultant said it would work,
so it must be a good idea.”
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
• What is the Role of the Consultant
• What is the Consultants Expertise
MANAGING Tough Times
Expertise
• What is the Consultant’s Special Area of Expertise?
• What is the Consultant’s Knowledge of the Industry?
• Will the Consultant Provide an Independent Perspective?
• What are the Research Capabilities of the Consultant?
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
• What is the Role of the Consultant
• What is the Consultants Expertise
• Interviewing Consultants
MANAGING Tough Times
Interview
Personally Interview the Consultant
Pick a Consultant with whom you feel Comfortable
Choose a Consultant with whom you can Communicate
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
• What is the Role of the Consultant
• What is the Consultants Expertise
• Interviewing Consultants
• Consultant References
MANAGING Tough Times
References
Ask for References Ask the Reference if They Were Satisfied
With the Consultant’s Work Ask the Reference In-Depth Questions About
the Consultant’s Work Check More Than One or Two References What is the Consultant’s “Track Record”?
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
• What is the Role of the Consultant
• What is the Consultants Expertise
• Interviewing Consultants
• Consultant References
• The Contract
MANAGING Tough Times
The Contract
Ask Specifically for Everything You Want From the Consultant
Ask for Transparency
Develop a Specific Action Plan and Timeline
MANAGING Tough Times
Selecting a Consultant
• Why do I Need a Consultant
• What is the Role of the Consultant
• What is the Consultants Expertise
• Interviewing Consultants
• Consultant References
• The Contract
• Cost
MANAGING Tough Times
Cost
Negotiate Price
Consider the Consultant’s Value to You
Initial Deposit
MANAGING Tough Times
Selecting a Consultant• Why do I Need a Consultant
• What is the Role of the Consultant
• What is the Consultants Expertise
• Interviewing Consultants
• Consultant References
• The Contract
• Cost
• Request for Proposals
MANAGING Tough Times
Issue a Request for Proposals (RFP)
Request a Proposal From at Least Three Consultants.
Be Specific About What You Want the Consultant to Do.
Establish Criteria of How You Will Select the Consultant.
Provide a Timeline. Request a Specific Price
MANAGING Tough Times
Selecting a Consultant• Why do I Need a Consultant• What is the Role of the Consultant• What is the Consultants Expertise• Interviewing Consultants• Consultant References• The Contract• Cost• Request for Proposals• Other Considerations
MANAGING Tough Times
Other Considerations
How Can You Develop a Long-Term Relationship with Your Consultant?
Does the Consultant Understand Farmer-owned Projects?
Will the Consultant Work Closely with the Group?
Be Careful of Side-Referrals. Watch for Conflict of Interest
