So what goes wrong? (Part 3)

Continuing his look at what goes wrong with professional services assignments, Peter Smith answers another common problem:

Dear Peter

I am a middle level manager, and whenever I engage a professional services adviser, I quickly get the feeling they're not really interested in me. All they want to do is talk to my boss - or even her boss - and try to sell more work to my company. It is really frustrating!

Peter says:

This is one of the most common negatives about consultant behaviour - and I have to say I share your dislike of tis practice, which we call 'sell-on' in the trade. Consultants' business models and based on utilisation; so particularly when times are tough, senior consultants and partners are under great pressure to get more of their colleagues into existing accounts.

You need to get tough. Of you are the budget holder and have authority, tell your consultant that if they continue this, you will fire them. Insist that they only contact your boss (or her boss) with your knowledge and permission. If you don't have that power, you can still make your feelings clear; your consultant may be getting in to see your boss, but presumably he would not be happy if you were telling your boss what a useless job he is doing! Keep that threat up your sleeve...