As a consultant, how do you balance the need to act in the client's best interest as well as that of your employer?
Joe MooneySenior Technology Project Manager| Independent ConsultantOviedo, Fl, United States
I am in the position of advising my clients on the use of technology. In some cases, this comes down to advising them against a revenue generating service of my employer and using a more cost efficient solution. Specifically it comes down to the use of custom development as opposed to implementing a COTS solution that addresses the vast majority of the needs but would be a more efficient path.
This, of course, does not endeer me with the software development group in my organization. But after 25 years as a consultant I still think it more beneficial to my employer to become that "trusted advisor" by identifying the lower cost alternative than becoming a "revenue generator" by choosing the more profitable alternative.
Am I missing something? Saving Changes...
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James BensonCEO| Modus CooperandiSeattle, Wa, United States
You are not missing anything. If you recommend services your client doesn't need - they will figure it out. Your reputation will suffer, damaging both you and your company.
I'm sort of surprised, since your company is a multidisciplinary services firm I've worked with extensively. You should often be recommending internal and external solutions.
I'm surprised you'd have any problems like this at all. Saving Changes...
The most important thing is to come up with a solution that addresses the cutomer's needs at optimal cost. In your case you need to avail both options to your customer and clearly state the merits and de-merits of each option. You also need to spell out how both solutions will fare in supporting future business growth. The customer will ultimately choose the best option based on the facts given.
Allowing the customer to make informed decisions is very critical for your professional reputation and this brings trust and more future business relationships. This ethical approach has more benefits in the long run since such customers will advertise your business at no cost through word of mouth and in the process you will attract more customers. As you offer advice to customers, always consider the long term impact of such advice. Saving Changes...
