Business Consulting?
Most people won’t say they object to business consulting. But, in the dark recesses of their minds, there are usually some common objections.
The list below covers some general reasons why people talk themselves out of business consulting. In fairness, many of these objections could be based upon past experiences. However, Blue Elevator™ is pleased to be able to offer our unique approach as a counterpoint in each of these instances.
1. Why should I pay a consultant to tell me what I already know?
If you have declining sales revenue, and your business consulting firm tells you to “reverse your declining sales revenue,” then you don’t have the right advisor. At Blue Elevator™ you won’t get boiler plate. All of our work is custom to you and your business. There is a reason your sales are declining. The 1st step is identifying why it is happening. The next step is determining what needs to be fixed. And the next stop is determining how it needs to be fixed. No one can see 360 degrees. It’s not what you can see – its what you can’t see (or don’t want to see).
2. I’m just starting a business and don’t need an advisor yet.
At face value, this one is tempting to agree with. After all, since you are just starting your journey, you can’t be lost yet. Here’s the hidden reason: I’m just starting a business and don’t have a lot of money to spend on business consulting. Startups can benefit from excellent advisory as much as anyone. The shortest distance between two points is a straight line. At Blue Elevator™ we can help you get there and avoid many of the pitfalls. Plus, our unique engagement model makes custom advisory affordable for most budgets – even startups.
3. Business consulting is expensive (I can’t afford it).
Like the other objections, this is veiled in half-truths. The truth is, top-notch “anything” can be very expensive. It’s true that “you get what you pay for.” Some, mistakenly, have hired less expensive (and less skilled) business consulting firms that sold them boiler plate “consulting packages” to remedy their ailments. At Blue Elevator™, our unique engagement process, unlike others, will provide you access to top-notch, custom, and affordable advisory.
4. I am totally content and my business is going great (I don’t need any help).
It’s hard to argue with success. The truth is, however, the moment you begin a business you immediately lose objectivity. When we become invested in a process, business, etc., the tendency is for our mind to see what it wants to see. We miss the obvious. If this isn’t enough reason, in today’s marketplace, it is amazing how quickly a “pay streak” plays out. You could be doing great – and 3 months from now – there will be a shift in the market place. You may be able to see the next few miles fairly clearly, but you might not anticipate that hairpin curve that is hidden up ahead. Additionally, most entrepreneur’s eventually fall into a routine. Routine equals diminishing returns. A business and its processes should be continually innovated. Too many business owners end up working for their business. At Blue Elevator™ we help provide owners objectivity. We help you continually innovate so that you don’t lose momentum. And, we help create a business that works for you!
5. Business consulting is for “broken businesses” and my business isn’t broken.
As an aside, not every business consulting firm has experience in “turn-around” situations. At Blue Elevator™, it has been our privilege to work with those in times of great need. However, no one wants to end up in a corner. All too often, “my business isn’t broken” can end up being the beginning of the end. Are you able to work less and still experience continuous growth? If not, then you should consider your current plan. In his book, The Age of Paradox, author Charles Handy, challenges us to begin a new Sigmoid Curve (new growth) before our existing trajectory begins to diminish. Eventually, if you aren’t challenging yourself with new growth, personally and corporately, your business is at risk of being a “broken business.” Blue Elevator™ will keep you on the go and on the move.
6. If I hire a business consulting firm, they will get the credit for my success.
This is a prominent objection, though very few will admit it. The hidden self-talk is “If I hire a consultant it means I am weak in some area.” Interestingly enough, this paradigm ONLY exists in business. You see, it is really the “best and brightest” that work with a trusted advisor. Batman had Robin. The Lone Ranger rode with Tonto. How many of you know Joe Clava (caddy to Tiger Woods)? How many of you have heard of Tom Martinez (personal coach to Patriots Quarter Back Tom Brady). How about Charlie Munger (the right hand man to Warren Buffet)? At Blue Elevator™, it is never about us. It’s all about you. When you engage with Blue Elevator™, you join the ranks of the “best and brightest.”
7. I have a good friend who has experience in business – that’s where I go for help.
There’s nothing wrong with vetting business ideas with your friends. But keep this in mind: Are your friends objective? Are YOU objective? Author John Steinbeck, in The Winter of Our Discontent, has a great quote: “No one wants advice – only corroboration.” The challenge with getting advice from friends is finding someone who is both highly-skilled in the area of business AND someone who is trustworthy. And therein lies the problem: finding a friend who is both highly-skilled AND trustworthy. A friend is thought to have your best interest at heart. The trouble is, our friends are all too apt to tell us what we want to hear. It is human nature to gravitate towards those that make us feel good. Do you really want solid, objective advice or are you really looking for someone to validate who you are and what you are doing? The antidote to the Steinbeck quote is this: “Wounds from a friend can be trusted, but an enemy multiplies kisses.” Prov. 27:6 So, when it comes to highly-skilled advisory, Blue Elevator™ is faithful to tell you what you need to hear. We have your best interest at heart.
8. I know a consultant that helps me for free.
Ah, yes – free business consulting. The reality is, people don’t value something that costs them nothing. Another way to say this is as follows: the real value of something is measured by what someone is willing to give up to get it. You need to have “skin in the game” but it doesn’t have to cost you “an arm and a leg.” At Blue Elevator™, we are pleased to be able to offer serious business owners our highly-skilled and trusted advisory in our unique, very affordable manner. You must invest your dollars and yourself into the process. We employ a collaborative approach. Ask us for the KEY!
9. Since business consulting is expensive, I need to get in and get out quick.
If you joined a gym to get in shape, would you sign up with the idea of going for a month or two? As fitness is a process, so is working on your business. Find the very best gym and the very best trainer and commit to working hard on a long-term fitness plan. Blue Elevator™ clients as those who are committed to a process of continuous improvement and “business fitness.” Our unique engagement process makes it possible for even the smallest budget to start and continue on a long-term plan. But you have to show up for the work outs!
10. In the past, I paid for business consulting and they didn’t really do anything (or the results didn’t last).
We have heard this all too often. Did they buy something boiler plate or was it custom advisory? Did they pay someone a large retainer with no clear established objectives? Did they hire a consultant for a clean-up project only to find themselves back in the same place later? Did they pay someone to fix a problem and all they got was a nice procedure manual or a nice, bound business plan with pretty pictures and grandiose sales projections?
Whatever the case, consider the following Blue Elevator™ remedies to business consulting:
- Never buy anything boiler plate. No two businesses are alike. Get custom advisory.
- You must hire a skilled AND trusted advisor.
- You must engage in the process: both time and dollars. It is a collaborative approach.
- You must continually work on your business. The key is sustained results.
- It must be long-term. There are no quick-fixes.
- You should not have to pay a large, recurring retainer.
- You should be able to identify some short-term, measureable goals. We can help.
- You should have some idea(s) as to your long-term goals. We can help here too.
- Think small, systematic, and sustained. Not large, haphazard, and one-time.
Conclusion
The world’s “best and brightest” work with a skilled and trusted advisor. Do you? If you are ready, and feel like you have what it takes, then we would invite you to contact us at Blue Elevator™. Our easy, affordable, and unique engagement process puts you in the driver seat. There is never any pressure or requirement to part with a large retainer. You may scale up or down at any time. We work with startups and experienced businesses alike. We help you design, implement, and measure custom business processes. At Blue Elevator™, it’s all about you. This is your journey. Where do you want to be?
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About the Author:
Ken Moll is the Principal and Founder of Blue Elevator®. With professional experience spanning four decades, Ken has a breadth of foundational business knowledge rarely found – making him part of an elite class of professionals. Ken's passion is helping clients of Blue Elevator® get their “business to the next level™.”