Using
Consultants
A
guide to good results and value for money
Paul
Bullen
Contents
Many community
organisations have used consultants. Sometimes consultants make very
positive contributions to community organisations and their services.
Sometimes they don't.What do you need to do to get good results and
value for money?
This paper was
first published by the Local Community Services Association in NSW,
Australia. It has been updated from time to time.
You could contract
consultants if:
- Your organisation
does not have the expertise required to do the job. e.g. mediation,
training.
- There is a need
for someone outside the organisation to facilitate a process or project.
e.g. evaluation.
- Existing staff
may be fully committed and unable to take on the work. e.g. needs
analysis.
- Running community
organisations is becoming more complex. It is now more common to
use consultants.
Consultants
or Project Staff?
Consultants are not
the same as paid staff. You contract consultants but employ staff.
What's the difference?
Usually consultants have
specialist expertise, require minimal supervision and direction (once
the project proposal has been agreed), have their own equipment and
stationary such as computer, fax, etc. Consultants or the companies
they work for are responsible for their own insurance, superannuation,
and tax. They will often have their own office and be a registered
business or company.
Consultants
can have others working for them; choose their own working times, and
plan
their
own work; do more than one job at the same time; determine how they
will do the jobs themselves.
Project
staff are
employees of your organisation. They use your organisation's resources,
are fully accountable to someone in your organisation and directly
supervised. Your insurance covers them (e.g. Workcover). You are
responsible for their superannuation and you deduct tax from their
wages.
You pay employees;
control their work; decide their duties; set their times and hours;
and; provide job descriptions, ie, how to do the job
Many community organisations
have used consultants.
Sometimes consultants
make very positive contributions to community organisations and their
services. Sometimes they don't.
What do you need
to do to get good results and value for money? This guide takes
you though the steps of working with consultants.
What
have consultants done for Community Organisations?
Many Community Organisations
have used consultants.
Consultants
have:
- Trained staff
where staff gained the skills they needed.
- Introduced computer
systems that increased the efficiency of the organisation.
- Facilitated strategic
planning days that developed a consensus on future directions.
- Developed useful
resource materials, policies, submissions, manuals.
- Evaluated organisations
or projects where changes were carried out that improved the results
for service users.
Consultants
have also:
- Run training programs
pitched at the wrong level for staff who then went away very frustrated.
- Produced great
evaluation reports but no real change in the organisation.
- Facilitated strategic
planning days that ended in chaos and an unworkable plan.
- Produced glossy
resource materials that were useless because the content was not
appropriate.
3.
What do you want the consultant to do?
To contract a consultant
you need a written description that describes what you want done, often
referred to as a "Brief". A good brief usually
answers the following questions:
1. What
is the background to the Project or work that you want? I.e. how did
the Project come about?
2. What
is your organisation on about? I.e. What is your purpose?
3. What
is the purpose of the project?
4. What
is the scope of the project - often referred to as the terms of
reference. For example, does the project include all the services
you provide or only a selection? Does the project need to address all
the issues that service uses will raise or only those that your organisation
can do something about?
5. What
is to be achieved? What results or outcomes do you want?
6. What
tasks or steps need to be carried out.
7. What are the deliverables? Reports, etc that the consultant has
to provide during the course of the project.
8. What
is the timetable for the project? When does it need to begin? When
does it need to be finished? Are there other key dates?
9. What
resources are available for the project? What will your organisation
contribute? What is the maximum amount you are prepared to pay for
the consultancy?
10. Who
owns the copyright of any materials produced?
11. What
criteria will you use to select the consultant? E.g. specialist skills
and experience, understanding of community organisations; knowledge
of community management issues; commitment to community empowerment
or community development; relative cost.
If you don't know
what you want done you may need to get a consultant to help you prepare
the brief
Finding
the right consultant can be a big difficulty. There is no one central
register of consultants. Some starting points are:
- Peak
organisations like NCOSS and the Local Community Services Association
- Centre
for Community Welfare Training Calendar - contact people who are
training in the area you need
- Resources
Guide - a Management Resources for Community and Nonprofit Organisations
(CACOM)
- Government
department Central or regional offices
- Other
Community Organisations who have used consultants.
It
will be very important to talk to someone for whom the consultant has
worked. Have you heard first hand accounts of the consultant's work?
You
will need to get a written proposal from the consultant in response to
your consultancy brief. A good proposal from a consultant will usually
answer the following questions:
a.
What are the aims of the project?
b.
What are the major issues that need to be considered in this project
and the way that it is carried out ?
c.
What steps can be taken to carry out the project?
d.
What is a realistic timetable?
e.
What is a budget for the project?
f.
Who will carry out the project and what are their skills and experience?
Once
you have a brief you need to find some consultants and select an appropriate
one. Some of the steps you would probably take in selecting a consultant
would be:
For
a small job identify several possible consultants and ask them to provide
a written response to your brief.
Use
the selection criteria that you have identified (in the brief) to make
a preliminary choice of consultant.
Speak
to organisations for whom the consultant has worked, prior to making
your final decision.
Notify
the consultant of your choice and set up a meeting to negotiate the
details. Often the consultant's proposal may help you see the project
in a new light which will then require some negotiation.
Draw
up a contract or letter of understanding.
For
a larger consultancy place advertisements in relevant newspapers and
mail them to a select group of consultants.
Once
your have chosen your consultant you need a written contract or letter
of understanding. The degree of formality in the contract can be related
to the size of the job. The bigger the job the more formal the contract
needs to be. A good contract or letter of understanding is likely to
answer the following questions:
a.
What is the job to be done? - attach the Brief as an appendix.
b.
What is the consultant's proposal? - attach the Proposal as an appendix.
c.
When will the project begin? When will the project end?
d.
How can the project be varied?
e.
What is the schedule of payments? Sometimes a proportion of the fees
are paid to the consultant upfront. Sometimes fees are paid monthly
on the basis of work done. A proportion is always held over until the
work is satisfactorily completed.
f.
Make sure the consultant has their own insurance, e.g. professional
indemnity, accident/injury.
g.
What happens if there is a conflict of interest? For example, what
if the consultant were working for another client preparing a tender
for funding the services you are currently providing. Ask your consultant
to declare any conflicts of interest.
h.How
can the contract be terminated? For example, what happens if work is
unsatisfactory.
i.
To whom is the consultant accountable?
j.
What happens if the work is not completed? Or is not completed on time?
Even good consultants
need to be managed well. To make sure you get the best possible job:
Have a written brief,
written proposal and written letter of understanding or contract that
covers all the points above.
Clearly state the
person or committee to whom the Consultant is responsible for the project
as a whole. This could be a project steering committee.
Clearly state the
person with whom the Consultant deals on a day to day basis. This could
be a staff person in the Centre, e.g. Coordinator/Manager.
Agree in advance
a timetable for meetings of the steering committee and the major focus
of each meeting (e.g. "the first meeting will finalise the design
of the project; the second meeting will review the responses from the
service users; the third meeting will.... " and so on.)
Agree on a procedure
for dealing with unsatisfactory performance - on either side. What
happens if the consultant is not getting the job done? What happens
of the Centre's staff person is being less than helpful?
9.
Some Common Mistakes and
Sticky Situations
Some
very common mistakes are:
The community organisation
is not clear what is required to be done.
There are not written
guidelines or agreed processes in place.
The community organisation
is unaware of market rates for consultants and expects too much for
too little.
The community organisation
pays too much for too little because multiple quotes were not obtained.
No one in the community
organisation has spoken to previous clients of the consultant.
Some
sticky situations are:
When a funding body
wants a consultant to be appointed to do an evaluation. Be very clear
on who is contracting the consultant? Who is paying for the consultant?
And whose values and philosophy will underpin the work of the consultant?
When the consultant
is being contracted by the funding body insist on your right to be
on the selection committee (and have a power of veto over the choice
of the consultant). Set up a steering committee that includes representatives
from all stakeholders to oversight the work of the consultant.
When the job is not
getting done to a satisfactory standard - Is there a disputes resolution
procedure in the contract? Does the schedule of payments allow for
a proportion of the fees to be paid on completion of satisfactory work?
Do you still have some negotiating power?
You need
to score 12 out of 12 on the following! (Each Yes gets you 1 point).
Before
1. Do you know why
you want a consultant? (Why isn't someone within your organisation
doing the work?)------YES------NO-------
2. Have you clearly
identified the purpose of the consultancy and the work you want done?
------YES------NO-------
3. Do you have a
written brief? ------YES------NO-------
4. Does the brief
include answers to all the questions in Section 3 above?------YES------NO-------
Selecting
and Appointing
5. Do you have written
criteria for selecting the consultant? ------YES------NO-------
6. Have you got quotes
or proposals from at least three consultants? ------YES------NO-------
7. Have you set steering
committee meeting dates in advance and identified a purpose for each
steering committee meeting? ------YES------NO-------
Contracting
a Consultant
8. Have you a written
contract that covers all the points mentioned in Section 7 above?
------YES------NO-------
Working
with a Consultant
9. Is it clear to
everyone to whom the Consultant is responsible for the project?
------YES------NO-------
10. Is it clear with
whom the consultant deals on a day to day basis? ------YES------NO-------
11. Do you have an
agreed procedure for dealing with unsatisfactory performance?
------YES------NO-------
Finishing
12. Are you clear
enough about what you want so you will know whether or not the job
has been well done? ------YES------NO-------
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