Professional Services Journal Blog July 5, 2007

Previous Dilemma

What’s the best way to find consultants — use recruiters?

I recently came across a company that matches up qualified consultants with companies looking for consultants. In return for qualified prospects, participating consultants pay a fee. On the flip side, some recruiting agencies require the companies to pay the fee. Is using recruiters a reliable way to hire consultants, or are there better ways of doing it?

— Scott, Manager

Summary of Best Advice Received

Finding the perfect partner
by Meryl K. Evans, Editor, PSJ

Even though plenty of recruiting horror stories float around, scaring companies away from using services to find consultants, successes do come from relying on recruiters. Yet, the majority of readers suggest considering other ways of finding candidates, especially if you don’t know the recruiters’ reputation. Use the following viable search tools to find consultants.

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Spread the word through your network.
Contact professional organizations.
Contact human resources, career centers and business offices at local colleges and universities.
Send a request for proposal (RFP) to consulting businesses.

The magic comes in selecting the right partner. Improve your chances by going through the request for proposal (RFP) process. The RFP clearly outlines your requirements and needs. Companies submit questions to a single person who compiles them, answers the questions and sends a copy to all interested parties. The companies submit a proposal in response. You can find plenty of articles on the RFP process online.

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No matter which way you choose to find candidates, as you narrow your list, interview candidates to get a feel for if they are a good fit, and check their references. For outsourcing to succeed, the hiring company needs to treat the consultant as a partner. Smartsourcing is good book on how to outsource the right way. AllBusiness provides a great article on 10 common mistakes in hiring consultants.

As long as you’re clear about what you need, define your goals and consider potential candidates’ strengths, you’re sure to find the perfect partner.

Meryl K. Evans is the content maven behind this newsletter. Stop by her site or check out her blog.