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Dealing with the competition

By susansmith ·
If a client is considering switching to another consultant who isn't qualified -- is it fair game to point out their shortcomings to the client?

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Dealing with the competition

by Bryan Bowers In reply to Dealing with the competit ...

I would advise the client to examine the areas of strengths that I have in relation to the current project. If they feel that the new consultant is more qualified, then gracefuly bow out.

One of two things will happen. The new consultant may actually do well, and you have come off as professional for not putting up a fight. Two, the person will not do well, and you will be hired back to finish the project.

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Dealing with the competition

by susansmith In reply to Dealing with the competit ...

The question was auto-closed by TechRepublic

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Dealing with the competition

by stan In reply to Dealing with the competit ...

This is a very delicate question. I personally do not like dirty politics and feel mud slinging should not be allowed, however, the client (your client?) is considering switching to another consultant and the question should be why? If they truly are your client you should have developed the kind of relationship (translate to trust) which would cause the client to ask your opinion. If the client is requesting input from you, you are obligated to be honest. If, however, you are trying to save face (read keep the money coming in) talking up your strengths and advantages (i.e. current and historical knowledge of their business and projects) the only way to go. Sell yourself, do not try to sell the other guy short.

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Dealing with the competition

by susansmith In reply to Dealing with the competit ...

The question was auto-closed by TechRepublic

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Dealing with the competition

by budnelson In reply to Dealing with the competit ...

I always say there is enough work to go around , that I do not speak poorly of the competition , that in our business we stand on our reputation. The client can read that anyway they want.

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Dealing with the competition

by susansmith In reply to Dealing with the competit ...

The question was auto-closed by TechRepublic

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Dealing with the competition

by Leehlc In reply to Dealing with the competit ...

Did you find out if they were considering switching through "the grapevine" or is this out in the open? You might consider asking them what has prompted this condsideration, what do they think they will gain, really what you want to know is why theyare unhappy with you. Pointing out your competitions shortcomings certainly won't help your standing but perhaps by assertively showing your strengths, their shortcomings will become apparent. You certainly don't want to sling accusations but you certainly want to make sure your client clearly understands your strenghts, abilities and your commitment to their issues.--Good Luck

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Dealing with the competition

by susansmith In reply to Dealing with the competit ...

The question was auto-closed by TechRepublic

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Dealing with the competition

by plantogo2000 In reply to Dealing with the competit ...

NO!
If the opportunity presents itself you should point out what your approach is and why your approach is better than some others. Make sure that the unqualified consultant's approach is camouflaged in the alternatives you have discounted.
In addition, use the scope, quality and cost pyramid approach and let the client know that you are willing to work with anyone they want to work on the project that they may also prefer and in case there is a need they can call on you for support on short notice.

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Dealing with the competition

by susansmith In reply to Dealing with the competit ...

The question was auto-closed by TechRepublic

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