Tricks of the Trade

Here are some tips for conjuring up a successful consulting relationship.

• Only hire consultants when you truly need them.
• Know what you want; don't let the consultant define the project. Set performance goals and measure progress.
• Beware the "one big solution." Divide projects into increments.
• Network inside and outside your agency for good advice about which firm has done excellent work on similar projects.
• Check references with people who have worked with the firm on similar engagements.
• Use oral proposals as a chance to meet the consultant's staffers who would work on your project. Check their references and demand they stay with the project once the contract is let.
• Check the references of subcontractors, as well.
• Keep your own staff informed about the project and its goals.
• Use multiple award schedules, governmentwide contracts and indefinite delivery/in
  definite quantity vehicles to hire consultants quickly.
• Assign your best people to work with, learn from and keep an eye on consultants.
• Make sure you and your managers remain in control and make all key policy decisions.