The other day I was having lunch with an Internal Audit Director and was asked about my process when it comes to finding consultants I provide to my clients. My company is only as good as the consultants I can utilize. With my name attached to every project, clients rely on my ability to sort through the numerous resumes, IMs, and e-mails I receive so that only the best are left. To truly “add value” one must first find the wise among the fools.

After over two years of being in business, the number of friends and former associates left that I can utilize on projects has dwindled. Most have found full-time positions elsewhere which means I spend almost as much time networking with consultants as I do with Internal Audit Directors, CFOs, and the like. So how do I sort through them?

First Contact

First, they send a simple request for information. “Hey Thomas love what I see of you on LinkedIn, check out my profile, have any projects I could help you with?” A simple IM on LinkedIn. Harmless. I applaud them for reaching out.

Honestly, if I receive this I might just ignore it. They immediately start with an ask “check out my profile” instead of offering information “I have 8 years of experience with SOX”. But let’s say they get my attention, then I respond (after pleasantries) with “E-mail me your resume and…” I always try to include two asks in my response.

Now one of four things will happen. 1) They say OK and never e-mail me 2) They send some or all of the information via IM 3) I get an e-mail but without what I asked for or 4) They e-mail me and either provide all of the information or address what is missing “I’d rather chat first before providing my resume”.

I don’t do anything about the first scenario and the second I repeat my insistence for e-mail communications but send no other comments or reminders without my instructions being followed first. Otherwise, my thoughts are “If you can’t follow simple directions from someone you want to earn money from, why would I trust you with my clients?” Again, to truly “add value” one must first find the wise among the fools.

They survive the first “test”

If they get through these first steps and their resume is relevant to the services my company provides, then I interact via e-mail to get a feel for what they are looking for to ensure future projects are a good fit. I also go ahead and bring up their desired hourly rate. Nothing binding, just an idea of what they want. It’s simple, I’ve announced it on LinkedIn more than once. The highest, the maximum rate I’m currently willing to bill is $125 per hour in 2022. So if the consultant is looking for $115, $125 per hour? Well, I’m honest with them and wish them luck. Some walk away, some backtrack and lower theirs a bit. While I make note of it, they are already losing my interest. Either they were trying to take advantage of me or they might take a lower rate offer on a project then leave in the middle when a better offer comes up. Neither scenario is appealing to me.

SO. Now I know their background better and desired projects and rates. Not to mention I’ve combed all over their LinkedIn profile, their social media, Googled them plus contacted mutual connections to get other opinions.

Putting a voice to the text

If they’ve made it that far it’s time for a personal meeting. Depending on locations and schedules, we’ll grab coffee, lunch, or have a phone call. What am I looking for? If they talk about themselves the entire time, not interested. I’m an easy-going guy, if I’m dying to run away 5 minutes into the conversation what will my clients want to do? I get an understanding of my clients by asking my clients about themselves. Yes, I want to know what my consultant’s interests are, absolutely. But that should be a natural part of the process, not the central focus of the meeting/call. What was that I said earlier? Right. To truly “add value” one must first find the wise among the fools.

Decisions made quickly

Before I’m back in my car or hang up the phone I now know their professional experience, their personality, and what types of projects I’d trust them on that they would also enjoy being part of. I know what rates they are looking for and typically understand the drivers behind those rates.

This is why, whenever a client asks for a proposal they receive the proposal as well as specific consultant profiles. Asking for a SOX tester is easy. But receiving one who not only matches your request but also can match your preferred work style is very different.

What about “emergency” calls for help?

And those posts on LinkedIn and other company sites looking for various experts? No, I don’t just reformat their resume and send it to a potential client. Even with short windows to fill a project, I still go through this same process. I’d rather turn down the work than utilize a consultant I don’t feel comfortable with.

This ended up a little longer than I meant for it to be. I move fast, but quality must always exist. Otherwise, my company won’t. And I love what I’m doing too much to let that happen.