1. Don't believe the hype

• Obtain names, contact details of previous clients
• Check references to see how consultant has delivered similar program

2. Be clear about outcomes

• Be specific about what you want to achieve
• A meaningful business problem

3. Separate outcomes from solutions

• Focus on the actual problem to be solved - avoid "we want you to do..."
• Access internal information - confidentially

4. Off the shelf or tailored?

• Ask the question
• If tailor-made - who owns the solution?

5. Negotiate time and cost

• Clarify key timelines, milestones
• Payment by time spent or result delivered?
• 'Hidden' costs
• Requirement for internal resources

6. Clarify all roles

• Who is the consultant, who is the client
• What do you expect from each other?
• Approval procedures

7. Ensure understanding of corporate culture

• Brief them on corporate values, political structures, key current issues in the organisation
• The way we do things here
• Helps consultant avoid generating resistance

8. Anticipate problems

• Consultant's five most likely problems
• Have written contingency plans
• Costs

9. Agree on reporting procedures

• Who, when, how, on what?
• Determine two-way feedback
• Be up-front

10. Follow-up available

• Accessibility once job complete
• Problems - whose fault?
• Negotiate fee arrangements regarding follow-up in advance

Characteristics of a good consultant:

• In and out fast
• Focused on results
• Wants to save client's money
• Encourages client independence
• Professionalism and integrity