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The new consultancy division at Amaze is going from strength to strength with clients such as BT-NHS, Toyota and Lexus taking full advantage of the team’svast industry knowledge. Amaze’s consulting division has already provided advice to customers on every aspect of web technology, from web design and delivery to business applications and knowledge management.

Although the majority of Amaze’s clients fully understand and appreciate the merits of using consultancy, many business people are still confused about its benefits and do not fully grasp how it could help them. Phil Smith, our Consulting Services Director, explains the benefits of consulting, outlines the advantages and disadvantages of working with different types of consultants, and provides advice about how to make working with a consultancy a success.

People in business have mixed opinions about consultants. This is not surprising as recent figures indicate that up to 30 per cent of money spent on consultancy is effectively lost. But for those who have had negative experiences, there are many more who have reaped the benefits of the advice given. The difference between the two experiences can often be explained by the fact that many companies don’t understand how to work effectively with a consultant and therefore do not brief the consultant fully, outline their expectations, or work with them through the entire project. As a result, clients are unhappy with the advice they receive and believe that they have wasted their time and money.

Used in the right way, consultancy can help companies to identify and execute a solution that best meets the needs of their businesses. A good consultant will always have an independent perspective and client empathy, enabling them to advise clients on changes and solutions that will help increase productivity and revenue.

Choosing a consultancy is a mind-boggling experience; if you get it wrong, it could jeopardise the entire project. Therefore, identifying a consultancy that is right for your business is vital. In some company cultures, the reassurance of a Big Four brand, can be seen to provide added clout and weight necessary to get internal buy-in within the business, as well as respect and appreciation for the work that the consultant does.

However, if you want a more innovative and creative approach, it is best to opt for a smaller, more nimble consultancy such as Amaze, which is more flexible to adapt to a client’s needs and does not insist on a template approach, often used by large consultancies. By working with a smaller consultancy, a business will get a more personal service. The balance of power is with the business and not the consultant, as can happen when working with a large organisation.

Once you have decided which consultancy firm is right for your business, you must ensure that your management team is supportive of the work involved because the project will often fail without their buy-in.

From the beginning, I always recommend that a business works in close partnership with a consultancy – treat them like a member of the team and not as an external supplier. This will enable to the consultant to find out first hand about your company’s culture, business and operating methods, and to better provide a solution that will match the company’s needs.

Once the project is up and running, I would suggest adopting an agile approach, working closely with the consultancy at every stage of the development to ensure that the project is still on course to meet with its objectives. At Amaze we ensure that all our projects deliver value to the customer at every stage. What is relevant for a customer today may be completely irrelevant next week. Markets change and clients change, so an agile approach allows the consultant to keep pace. Furthermore, by adopting this approach – in essence breaking the job of works into a series of smaller projects – a business and its consultant can remain focused.

The first initiative that I would suggest for the consultant is to tackle the problem head on. The initial spend should concentrate on clearly identifying what the problem is. Where possible, try to ensure that consultancy and execution are separate. This will help ensure that you get a better service because the consultant will just advise rather than try to sell deployment ideas to it. Unlike many organisations, Amaze consultants do not have sales objectives and are therefore more interested in providing clients with the right advice and solutions, rather than trying to sell a deployment.

In summary, the recipe for a successfully engaging a consultant includes the following:

1. Get the right consultancy – if you need the added clout of a major brand to back a decision then opt for one of the Big Four or a global strategic consultancy, but if you want an innovative and different approach then opt for a smaller, more nimble consultancy, such as Amaze.

2. Tackle the problem head on – spend money up-front to clearly identify what the problem is, and if possible do not simply bundle it into a development project with poorly defined objectives and scope.

3. Opt for smaller projects, where possible – smaller projects are more focused, more direct and easier to handle. This enables a business to work with its consultant in a more effective manner with more flexibility.

4. Secure internal buy-in – working with a consultant is never going to work unless a business has the proper sponsorship for the changes that are likely to result from the advice and/or solution.

5. Work in partnership – a business should focus on the outcomes required rather than the contract because consultants work better where they are part of the team and able to have an open and honest dialogue with key stakeholders.

To find out how we can help your business, email sales@amaze.com or call Jenny Chapman on +44 (0)870 240 1700.