I sometimes want to recommend another consultant to my client but feel that it might take away additional opportunities for my consulting business. After all, there is limited money in their budget and only so much time to devote to a consultant. Am I wrong in being concerned about this?
Your feelings are very natural, but think of it this way: you are there to help the client in any way you can. If you believe that recommending another consultant will add value or provide much needed assistance to the client, you can rest assured that you are doing the right thing by making the recommendation. Sound referrals will help build trust and demonstrate your interest in the client's ultimate success even if it does not translate into direct business for you. Here are a few guidelines when recommending someone to your client:
- Issue a clear disclaimer so you don't end up appearing to guarantee the performance of the other consultant.
- Recommend more than one consultant for the job (if appropriate and possible). Let the client make the choice.
- Let the client do the interviewing and selection.
- Try to avoid opportunities for uncomfortable "pairing" if you will be working alongside the other consultant.
- Always be supportive and helpful to the other consultant in every way you can.
- Don't look for a referral fee from the client.
Recommend another consultant any time you genuinely feel it will be helpful. Putting the client's needs first is why you are there. © 2010 Institute of Management Consultants USA