A proposal mirrors how the consultant will present his or her work. Here are some criteria for evaluating the proposal:

• Demonstrated understanding of your problem or need
  
  
• Clear and succinct presentation of the ways in which they think they can solve the problem or meet your needs
  
  
• Specific overall goals including measurable objectives, "deliverables" and timeframes
  
  
• Estimated costs including method of payment and other financial terms
  
  
• Who will do the work and how much of it. Although some consultants work alone, others belong to a consulting firm or bring in other consultants for specific aspects of the work. If other consultants will be brought in, what are their qualifications and experience?

Checking References

Here’s a process with questions to use with references.

Begin with an open-ended question.

We're thinking about hiring Consultant X to (describe general nature of work). I understand they did some similar work for you. How did that work out?

Verify information.

What was the kind of problem that the consultant addressed? What were his or her duties? How long did the project last?

Dig for more information on the quality of the work.

Did the work achieve the desired results? Was the work completed on time and within budget? Under what conditions would you hire this consultant again? Do you have any recommendations for working effectively with this consultant?

Complete the interview with a last open-ended question.

Is there anything else you would like to tell me?

Final Decision

You’ve determined that a consultant has the perfect credentials. You’ve called all the references and they are glowing. What can go wrong?

The best determination of whether a consultant will be successful is how comfortable you feel with that person and the degree to which you think there will be a personal fit with the organization. Since a good client-consultant relationship is ultimately based on trust, you need to have a good personal fit. Individuals within your organization will need to speak candidly with the consultant, if there is to be improvement. You must also be able to speak openly and candidly with that individual – a lack of openness compromises outcomes.

Writing the Contract

After reviewing the proposal, make sure that you have all agreements in writing. Never rely on oral agreements – put everything in writing to make sure that expectations are clear.

In addition to the content covered within the proposal, make sure that the following items are included in the final contract:

• Schedule and agreement on how changes to it will be handled.
  
  
• Whether there are financial incentives for accelerated completion or penalties for delays.
  
  
• Termination of the contract and terms for either or both parties terminating should be discussed and included in any agreement.
  
  
• How much notice must be given and how compensation would be affected by a canceled agreement.
  
  
• The form in which you will receive the recommendation from the consultant. It is strongly recommended that you require a written final report.