When meeting with a prospective client, you might show up ready to discuss what skills you have to offer to their organization; but you should also prepare to answer any client questions in order to win their business.
TechRepublic contributor Tom Rodenhauser shares his list of nine questions that he says clients should ask consultants:
- How long has the firm been in business?
- What kinds of assignments has the firm conducted that are applicable to your problem?
- What is the firm's general reputation in the business community, particularly in your industry?
- Who is the lead consultant or project leader, and what is his or her background and experience?
- What specific value measurements does the firm employ for each assignment?
- Can the firm provide a detailed breakdown of fees, including all costs of team members (including clerical) as well as out-of-pocket expenses?
- Does the firm guarantee its work?
- Does the firm conduct a post-engagement analysis?
- What will be the operational impact of this consulting assignment on your company?
Even if clients don't ask you all of these questions, this list is a good starting point to get you to think about your answers before you go into the meeting.
Be sure to take the time to ask a few questions of your own, too. Read Chip Camden's post about which questions you should ask before a new engagement.
What are some of the best and worst interview questions clients have asked you in the initial meeting phase? Share your experiences in the discussion.
Mary Weilage is a Senior Editor for CBS Interactive. She has worked for TechRepublic since 1999.