Know your role when you hire a consultant

Practice consultants work hard for their clients and are well aware of the investment a practice makes for their services. To do the best possible job for you, they need you to be prepared, complete documents as requested, and dedicate the necessary time to the improvement effort.

Many consultants spend more than half of their lives on the road. Remember this and be accommodating. Don't cut costs by inviting the consultant to stay in your spare bedroom or by booking travel using frequent flier miles, which can yield a 5 a.m. departure. And just as you may get tired of talking about pets' health outside the office, consultants need time off—especially when working on location. Give them evenings off to think and regroup, so they can be effective when they're working.

Finally, a consultant will expect you to pay an initial retainer, cover such direct expenses as travel and meals, and pay for services on time. So talk about costs up-front—and be ready to hold up your end of the bargain. You'll both need to commit if you want to realize change in your practice.