Honesty And Integrity Have Become Rarities

In all aspects of life, we seem to be witnessing a certain loss of the basic human qualities of honesty and integrity. We have come to accept as a "fact of life" that our politicians often lie, that our government lies, and that many people lie much more often than they tell the truth. It is indeed a sad commentary that many of us find it so "refreshing" to come across a "straight shooter," who "tells it like it is."

I sometimes believe that the often vilified President James Earl Carter, because of the public's reaction to him during his Presidency, may in some ways be one of the reasons that there are so few politicians who tell you what they really think. Whether someone liked Carter or not, agreed with him or not, liked his policies or not, or thought he did a good job or not, few would doubt either his honesty or sincerity. In fact, many unbiased observers believe that one of the main reasons that arch enemies, Israel's Manachem Begin, and Egypt's Anwar Sadat, came to a "peace agreement," was because they both believed that Carter was an "honest broker." Isn't it strange that a man so heavily criticized during his Presidency, and so attacked within this country, became the most sought after mediator for so many foreign disputes? Perhaps, the lesson to be learned is that it is okay to be honest when you want to accomplish something, but it is not a politically wise decision?

I go to a local mechanic for nearly all the work on all our family cars. While most of us complain about the questionable honesty of so many mechanics, this shop has repeatedly demonstrated that they are honest and honorable. While in the short run, on a particular sale, they may make less money than the less honest mechanics, in the long run, hopefully, word of mouth will bring them many referrals because of so many satisfied customers.

Years ago, when I developed a sales training program for a financial services company, I taught representatives that, in the long run, whatever commission they might make from one sale will never compensate for the long-term damage done to their reputation by mistreating or misinforming even a single client. I kept reminding them that referrals and repeat business was the difference between success and failure. And, that way you can always get a good night's sleep!

When I look back on my consulting business, and why I have so many satisfied and repeat clients, and receive so many positive referrals, is that my personal attitude is that I would always rather lose business than sleep. I yearn for a time when that is the rule, not the exception

What you should require from a consultant!

When a company, organization, business, or any other entity uses the services of a consultant, they are entitled to certain specific services and other things. All too often, consultants are chosen based on perceived credentials, or fancy jargon or rhetoric, rather than on what the consultant can accomplish. Generally, a consultant who relies on lots of jargon, is simply trying to "sell" himself as an expert, and, very often, it is not the technical expertise, but the practical, hands-on, common sense applicability of a consultant's suggestions and observations that is the most valuable. Remember that anyone can spout technical jargon - much of it is widely available on the internet. In order to select a consultant, you need to feel comfortable with that individual.

The first step is for you to ask a lot of questions, and listen carefully to the answers. If a consultant is doctrinaire that there is only one way, or one solution to use in a situation, you should probably avoid that individual. You do not want your consultant to approach your challenge with any pre-conceived notions of what you should do. A good consultant must first and foremost be an excellent listener. He must also ask you questions so he is clear on what you are looking for. You also want to know what procdedure or steps the consultant plans to use to serve you. How long will the process take? What will the consultant be doing during that period? What will the consultant expect of you to complete the specified task?

Don't be afraid to ask what it will cost, but remember that using the wrong consultant will often cost you far more than the fee differential. What will the consultant provide you with? Will the consultant be available to you after the completion of the project, and what will that fee be?

If the consulting issue is finance related, how will what this consultant does differ from the services of your other financial professionals, such as your accountant, financial planner, and stock broker? Will the consultant want to speak to these other professionals in the course of his consultancy.

Don't be overly dependent upon recommendations offered. The reality is that almost anyone can supply the names of positive recommendors. Make certain that you sign a formal agreement with the consultant specifying exactly what services are being provided, and the related fees.

You are hiring a consultant to help you or your organization. It is proper to have certain expectations. Make sure both you and the consultant clearly understand the expectations and parameters of the consultation, and what report(s) will be provided at the end of the consulting period.

Be realistic in your expectations. Do not expect the consultation to be either a magic elixir, or the cure-all. A good consultant will observe, ask questions, make suggestions, and provide alternatives. If you use a consultant, the only way it will be worthwhile is if you then follow through with implementing those expectations. Don't hire a consultant just to hire one. Think about what you want, and what are realistic expectations.

Don't get fooled by rhetoric or glitz! What matters in consulting is helping you achieve specific needs and goals!

  

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The Art&Science of Hotel Negotiations

All too often, organizations and corporations end up paying far more than they need to because they do not follow the basic rules of hotel negotiations:
(1) Always use a comprehensive Request for Proposal (RFP). This RFP should include ALL anticipated needs of the group, including approximate number of guest rooms, meeting room utilization, Food & Beverage requirements and budget, Audio Visual needs, complimentary needs, etc.
(2) Send the RFP to numerous hotels in area that might be able to meet your needs. Let the hotels know that you have done this. (Competition is good for you)
(3) Ask for either discounts to F&B list price if event is in same calendar year, or lowest of a discounted price in this versus subsequent years.
(4) Let the hotels know that you are on a relatively tight budget, and can only pay "x" for your F&B requirements. NEGOTIATE whenever possible!
(5) Ask if F&B department would be willing to work with you to have menus that both fit your needs, as well as your financial requirements.
(6) Ask for some accomodation re Audio Visual.
(7) Ask for waiving of Meeting Room rental charges if you either have a certain number of guest rooms or F&B revenue.
(8) NEVER lie to the hotel. In today's world, they know what you've done in the past, and how your group was to work with.
(9) Book as far in advance as possible
(10) Be flexible on dates, if possible
(11) Remember to structure all deals/ agreements as a "win-win" situation for both you and the hotel
(12) Let the hotel know of anything complimentary you might require
(13) Let hotel know your priorities
(14) Get everything in writing, and make the RFP an addendum to your hotel contract.
(15) Get give-back dates, where you can return a certain percentage of rooms without penalty (aka attrition)
(16) Don't be greedy, but be firm in what you need, and don't give back important needs
(17) Have an "expert" either within your organization or outside your group oversee all arrangements from the onset.
(18) REMEMBER that once you sign the contract, there is NO reason for hotel to offer anything additional.
(19) Depending on your group size and revenue, certain concessions available might include: % giveback to master bill; welcome drinks; welcome party; complimentary internet; complimentary meal(s); reduced or complimentary health club/spa; complimentary guest rooms, etc.
(20) THINK AHEAD- Consider any and all possibilities and the ramifications!

This is just the beginning of good negotiations. Doing this properly, and proper and thorough follow-up, in advance, will make life much easier once the event occurs.

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What a Good Consultant Can Do For You!

Is hiring a consultant worth the cost? What exactly can a good consultant do that I can't do myself? A good consultant is NOT ONLY worth the cost, but should provide an excellent ROI! Make sure that before you hire any consultant that you fully discuss all issues, including: all aspects of fees; what's included; what will be done; is a final report included?; what is the degree of expertise, experience and actual "hands-on" experience; how comfortable does the consultant make you feel?
Make sure you make it clear in advance what you expect from any consultant. Assume nothing. Ask probing and difficult questions. Ask the consultant to fully explain why you should hire him instead of another.
Be very wary if the consultant answers you in generic "mumble-jumble," and a lot of "pseudo-technical" jargon, and is unwilling to explain in plain English terms. Make sure that the consultant has good communication skills.
A good consultant should be able to either save you money, make you more efficient or more effective, improve your operations, be able to analyze and evaluate, and have a thorough understanding of what is expected as well as what is needed. Beware of any consultant who simply "yeses" and tries to please and placate. A consultant must be able to confront difficult issues and be willing to "tell you what you NEED to know, NOT just what you want to hear!"