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Think about making a very short, but telling
speech

If, after asking and carefully considering the replies to all of the above you
decide to hire me or someone like me, you may want to clearly establish the
ground rules. A few words along the following lines should make the posi-
tion absolutely clear.

n Our relationship will be one of absolute candour. I will hold
nothing back from you that you need to know and I expect you to
hold nothing back from me.

n If you believe that I am at fault I expect you to tell me. Not my
boss, not my team, not even your colleagues – I expect you to tell
me.

n I guarantee that you will not be kicked off any assignment that I
give you for expressing your views frankly and honestly to me.

n I will fire you immediately, however, without compensation, if I
ever discover that you are talking to others without discussing my
behaviour with me.

n If we have a problem we will work together to find a solution.
n If and only if, my behaviour is clearly damaging to the company

and I, fully aware of its implications, refuse to alter it are you free
to discuss the matter with my superior.
n I expect the simple courtesy of being present at any such meeting.

These questions are more important than they might seem at a glance.
The relationship of mutual trust that exists between a good consultant and
a good client is essential to a worthwhile outcome. You don’t have to like
your consultant, but you must respect each other. After all else has been
covered ask yourself:

n Can I work with this person?

Believe me, any consultant worth his or her fees is asking himself or her-
self the same question about you. If you can’t work together you cannot
hope to succeed together.

When assigning the consultant

Ask yourself

n Am I clear exactly why I am hiring this very expensive person? (If
he or she is not relatively expensive are they likely to have the
skills, knowledge or experience that you need? Sam Goldwyn said
that a verbal contract is not worth the paper it is written on.
A cheap consultant is rarely worth hiring. We are in an

When others have the answers 223