You want your consulting firm to continuously improve and grow.
The door to improvement and growth opens when you reflect on an experience, not simply from living through the event.
Ergo, reflecting on every project will help your consulting firm thrive.
But what, specifically, should you evaluate? Or, as sophisticated, technical consultants are trained to query: what notions should you noodle?
The topics below can serve as your checklist for a post-mortem. In fact, I’ve even included a checklist for you to download.
The Consulting Firm Continuous Improvement Checklist
(Consider completing this part of the checklist immediately upon receiving approval on a consulting project.)
|Source of lead:|
|Client’s Need and/or Want:|
|Concerns, risks, and objections raised prior to close:|
|Language that worked:|
|Missteps along the way:|
|Implications for marketing, qualifying opportunities, Discovery, proposal development and negotiation:|
Complete the remainder of the checklist immediately upon conclusion of a contract or project, or at a predetermined time period if the engagement is ongoing.
|Were the client’s ultimate problems, Want and/or Need, identified during Discovery?|
|Was the client’s highest value problem identified?|
|Was the amount of work involved accurately forecasted?|
|Implications for the Discovery process (i.e., questions to ask consulting prospects in the future):|
|What part of our consulting firm’s approach to this project could have been systemized, automated, delegated to a lower level, and/or outsourced?|
|What could be improved to create higher value for clients next time?|
|Implications for approach:|
|Were the conceptual models we used to frame/solve the client’s challenge accurate?|
|How could the conceptual models we used be more compelling, memorable, and/or distinctive?|
|What new, conceptual models, frameworks, distinctions, and metaphors emerged?|
|Implications for conceptual models used in marketing, Discovery, consulting project execution and/or delivery:|
|Client remarks and/or our observations of the client experience at each stage:|
|Execution (including management of missteps)|
(Note: if clients don’t remark positively on the experience, the client experience needs improvement.)
|Implications and improvement areas for client experience:|
|Based on the assessments above, what can we improve immediately?||What longer-term improvements will we prioritize and start working on over the next month?|
Want to download a ready-to-use version of this checklist? Get it by clicking this link.
What other questions would/do you ask during a consulting project post-mortem?
Text and images are © 2019 David A. Fields, all rights reserved.