JOHN COCKAYNE: Proper foundation crucial to consultant-client relationship

Looking for a golf ball in the rough can be as difficult as finding a needle in a haystack. Picture: SUPPLIED

In terms of the financial arrangement, a retainer is like a membership subscription. To use a golf members’ analogy, at its most basic level, it does not entitle the paying member to anything other than right of access to the facilities and/or the “attention” of the club. Therefore, a retainer is a prepaid service and provides the client with access to the consultant’s services. From this base, any time then spent by the consultant is billed to the client at the pre-agreed rate.

When the nature of the final working agreement is confirmed, to work effectively there needs to be complete clarity in the following areas. Though all of these areas should be of mutual interest, for ease of reference I have divided them into three — mutual, the client and the consultant: Conversely, the consultant must be permitted to give an uncensored version of what he or she finds, during the process of evaluating the business’ weaknesses, challenges and problems.

The latter is particularly important as most inputs are within time frames that require the opportunity for the inputs to mature to be effective. While quick wins can sometimes be achieved, this is generally not a sow and reap immediately environment.

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