There is a documented story about the Federal Aviation Authority once employing “diversity consultants” whose methodology included having men run a gauntlet while being insulted by women, and both men and women shedding clothing and smelling the attire of their counterparts. This went on for quite some time until somebody mentioned it to a congressman and the media simultaneously.
Yet the story never surprised me because it occurs in milder forms every day. The trainers, program developers, consultants, facilitators, coaches, and other outside resources are usually passing nothing more than a visceral “chemistry check” from HR buyers. My unscientific assessment—based, however, on 26 years in the consulting profession working with over a thousand major organizations—is that at least 50% of people under the “consulting” umbrella actually don’t know what they’re doing, but about 90% of HR buyers don’t know how to tell the difference.
An outside resource should have solid references from firms you admire. (Yes, everyone has to start somewhere, but do you really want them starting with you, your executives, and your repute?) The consultant SHOULD NOT attempt to provide a solution quickly, particularly one off-the-shelf, but should ask questions, gather data, and provide a brief but cogent proposal.
And one more thing that may shock you. If you’re not the final decision maker, but someone else is controlling the budget for the project, expect the consultant to want to meet that person and help them do so. That’s the correct ethical and fiduciary position. HR has no business screening consultants and executives from each other if the expectation is that they’re going to be partners.
Finally, don’t be afraid to ask a consultant why he or she has failed, and what the conditions were. If they say they’ve never failed, thank them for coming and then run like crazy.

© Alan Weiss 2003 All rights reserved.

Alan Weiss, Ph.D., CMC is the author of 20 books, including the seminal Million Dollar Consulting (McGraw-Hill) and his newest, How to Acquire Clients (Jossey-Bass/Pfeiffer). You can reach him at Alan@summitconsulting.com. Visit his web site, http://www.summitconsulting.com to subscribe to his free monthly newsletter, Balancing Act: Blending Life, Work, and Relationships.