The first quarter is a great time to review business relationships and processes; it’s the age-old desire of spring-cleaning. It’s a time for renewal and making improvements for the year to come. This review should also apply to your business consultants. Consultants should be scheduling a time to meet with you and your team to reevaluate the success and efficiencies of your relocation program and ask those probing questions they initially asked while working to win your business. It is your consultant’s responsibility to make sure your program is constantly evolving to meet your ever-changing business demands.

Many times consultants make an enormous up front effort to understand prospective clients’ business needs and create innovative solutions to secure an account. When the “honeymoon” period is over, many consultants stop consulting and become reactive to reporting results. Solid, comfortable working relationships form, but some consultants no longer proactively try to impress their client or improve their relocation programs. Measuring performance, cost, and program efficiency are critical and should be discussed regularly. In addition, however, because company’s business needs are always changing, consultants should also engage in on-going communication with their clients about company initiatives, growth, and goals and make adjustments to the program where and when necessary. Consulting must be a continual process in addressing clients’ needs as well as looking for ways to bring increased value to their program. After all, isn't this the approach that initially won your business?

Now is the time to ask yourself what you want from your business consultants. Businesses are constantly changing. Solutions that worked yesterday may not work as well today. Corporate initiatives, mergers, acquisitions, and leadership changes are just a few things that can impact the needs of your program. You should expect your consultant to proactively stay apprised of the success of your current program and inquire about changes within your organization that may impact the effectiveness of it. In other words, expect more! Expect your consultants to continue to do what they initially did— research your company, ask probing questions, and always look for new and innovative ways to improve the value of your program.

Sheri Lawrence, GMS, CMC
Berger Mobility Services