Customers are often asked to purchase professional services from a vendor during the implementation of a new process, technology, or piece of equipment. While a standard practice, customers may wonder why they are being asked to pay for this service. In most cases, a customer will find that using the vendor’s consulting expertise brings excellent results.
 
The consulting furnished by a vendor is driven by key benefits for both the customer and the vendor. For the customer, the vendor’s business consultant has expertise or access to expertise in the specific area of implementation. This expertise usually goes far beyond the typical knowledge of the implementation and results in great value. For the vendor, the business consultant has refined project management skills and processes and understands the implications of your implementation. This greatly decreases the project timeline and increases the chance of success.
 
This focus on business problems leads them to find solutions in any business setting and because the consultant handles many projects and clients, they have the breadth of knowledge to select the approach that is best for your company. Using past knowledge and experience, the consultant then draws new ideas, approaches, or processes into the completion of the project. Think about the eye surgeon. Specialization allows him to routinely fix cataracts efficiently and better than a general surgeon.
 
Business consultants have a broad view by nature and are willing to share expertise beyond the current implementation. For example, a business consultant implementing a software solution may have contacts with possible new clients for the customer or have knowledge about new logistics practices from his previous implementations. Further, most business consultants provide service, time, and assistance far beyond the scope of an engagement. In fact, the ability to provide solutions quickly can be viewed as a value in itself.
 
Vendors offer consulting services to assure successful implementation in addition to the more obvious profit motivations. Most projects fail due to process and project management failure. The business consultant has, at a bare minimum, superior project management skills. More importantly, those project management skills and processes have been refined around the specific implementation of the vendor. The business consultant knows what steps are absolutely necessary, how long they will take, and quickly sees roadblocks or efficiencies. By working hand-in-hand with the customer’s project or program management team, the consultant can help assure success. Additionally, the vendor’s consultant is strongly motivated toward success because he wants the reference from the customer, additional sales, and is eager to move on and help the next client.
 
The professional services provided by vendors benefit all parties involved. The inherent motivation to make the customer successful drives the consultant to provide high value through sharing expertise and providing refined project management skills. While always wise to compare the cost of this service to doing it internally, most customers will find that it is money well spent.