Which consultant should you pick?

Thinking of getting outside help to address your current challenge? A consultant can improve efficiency, organization, and practice profits. But to get the most for your money, you must find the right match by asking these four important questions:

1 Does your expertise match my needs? A general consultant is perfect if you want an overall makeover. But if you want to focus on one problem area, say buying and selling, team building, or marketing, then look for a consultant who specializes in that area. Of course, this means you need to decide whether you want to work on the big picture or on a slice of your practice.

2 Will we get along? It's essential to feel comfortable with your consultant. You're going to discuss the nitty-gritty details of your business with him or her; you'll talk about your worst problems and your biggest challenges. And you need to be completely honest if you expect to improve.

Some consultants may have great know-how and skills but not be a good fit for you personally. That's OK. To find the right fit, call several consultants and talk about your needs. Think about how well you'd work with this person. (The consultant will be doing the same thing during the phone call.)

3 Will I agree with and respect you enough to actually follow your suggestions? Hiring a consultant does you no good if you don't make changes. To decide whether you'll be willing to act on his or her suggestions, talk to other practices that have worked with the consultant, read articles he or she has written, and try to see the consultant speak at a conference.

4 What else should I ask? Write down a list of your questions and requirements, and ask each potential consultant the same things. Find out their rates and the kinds of practices they've worked with, and share your specific needs.