ISM 2009: Tips for dealing with consultants
Maintain control of the relationship, Rudzki tells buyers
By Paul Teague -- Purchasing, 5/5/2009 3:20:00 PM
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Robert A. Rudzki, president of Greybeard Advisors, presented a series of leading trends in supply management to ISM 2009 attendees at a special workshop this week. But among the trends that drew the most interest was how best to manage relationships with consultants.
There were several areas of potential conflict between consultants and their clients that Rudzki outlined. Two that drew attention revolved around conflicts in objectives and quality of personnel.
When a consulting firm’s objectives seem to be in conflict with your own, Rudzki said, task the firm to work collaboratively with you in all transformation initiatives.
To prevent the firm from using its “A” team of experienced personnel to manage the executive relationship with your company while the “B” team of inexperienced people do the work and learn on the job, get an ironclad assurance that the “A” team will do the work, check their resumes and interview each team member.
See also: Services spend management: Find your inner salesperson
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