how to pick the right consulting partner

Mar 18

published 3.19.25

Any time a new client reaches out to explore working with us, the first question I ask is: why are you moving away from your previous consulting partner? The answers prompted this list of things to consider when entering a new consulting relationship:

Do you have a clear understanding of who you will be working with on a daily basis / the level of service / care / attention you will receive once the sales process is over and you’re really in it with that new partner? The infamous “bait and switch” can be a let down, leaving people feeling cheated. If you’re unsure, I suggest asking to meet the person who will be your day to day contact to make sure it’s still a fit for your specific needs.
Are you thinking about long-term support and how this partner can grow with you as your program evolves / gets more robust or as your company experiences change and transitions (think going private to public, being acquired, rifs, etc.)? Before committing, spend some time understanding what other services your potential partner offers, and whether they match your current and future needs. For instance, if you’re conducting a double materiality assessment, could this firm support you with the strategy and reporting that follows once that initial project is done or will you have to start from scratch and find a new vendor?
Does the firm focus on sustainability or is it a relatively new practice within the company? What level of talent / experience / perspective can they provide? Are they specialists or generalists? I’d suggest looking at the org’s thought leadership - blogs and social media can give you insight into what the firm values, what they’re proud of and what kinds of companies they serve. Ask for examples of their work, and why not throw in some: “what are you seeing in xx right now” or “how are you advising clients around xx given xx” questions into the prospecting process? It’s important to see how they bring their past experience to bare and that they have a point of view that is seasoned and informed, as you will likely be asking their input and guidance as your work with them unfolds (especially in this ever changing landscape).
How does this firm treat its people? I mean consultants and clients. Are people happy and empowered to do their best work? Is there high churn? How are clients valued? What is the power dynamic like? What are people saying through the grapevine about their experience? I’d suggest asking for at least two client references and even one client who decided not to re-up (someone recently asked us for this) to give you a real sense of the firm’s strengths and weaknesses. This work is long — spending time finding the perfect partner for you will pay off in the short and long term.