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Why "Done for You" Consulting Fails and the Power of a "Do It With You" Approach

The Pitfalls of the "Done for You" Model

The "done for you" model, where consultants are hired to develop and implement solutions on behalf of a company, might seem efficient at first glance. However, it often leads to superficial changes rather than deep, sustainable transformations. Several factors contribute to this problem:

Lack of Ownership: When external consultants handle the entire process, the internal teams may not feel a sense of ownership over the solution. This detachment can lead to resistance and a lack of commitment to the changes.
"Not Made Here" Syndrome: Solutions developed externally are sometimes viewed with skepticism. Clients might doubt the practicality or relevance of the recommendations, especially if they come from students or external parties who aren't immersed in the company's day-to-day operations.
Resource Misalignment: SMEs often struggle to integrate new ideas into their existing frameworks due to resource constraints. They may lack the necessary skills, time, or financial resources to implement and sustain the changes proposed by consultants.
Sustainability Challenges: Lasting change requires ongoing effort and adjustment. Consultants typically engage for a limited period, leaving the client to maintain and adapt the new processes on their own. Without continuous support, these efforts can quickly lose momentum.

The Case for a "Do It With You" Model

To address these issues, I advocate for a "do it with you" model of consulting. This approach emphasizes collaboration between consultants and the client's internal team, ensuring that the company can internalize the new processes and sustain them long-term.

Here's why this model is more effective:

Enhanced Ownership and Buy-In: When employees are actively involved in developing and implementing solutions, they are more likely to embrace and support the changes. This sense of ownership fosters a positive attitude towards innovation and transformation.
Capacity Building: The "do it with you" model focuses on building the client's internal capabilities. By working alongside the consultants, the internal team gains valuable skills and knowledge, empowering them to manage future challenges independently.
Tailored Solutions: Collaborative efforts lead to more customized solutions that align with the company's unique context, resources, and culture. This alignment increases the likelihood of successful implementation and integration.
Sustained Support: Continuous involvement from both parties ensures that the changes are monitored, adjusted, and reinforced over time. This sustained support helps maintain the momentum and effectiveness of the transformation.

Success Ingredients of the "Do It With You" Model

Implementing a successful "do it with you" approach requires commitment and effort from both the consultants and the client. Here are the key characteristics that contribute to its success:

Characteristics of Experts

Guidance and Direction: Effective consultants must know how to guide and direct the internal team without taking over completely. They should provide clear frameworks, methodologies, and best practices while encouraging the team to take the lead in execution.
Mentorship Skills: Beyond technical expertise, consultants should possess strong mentorship skills. They need to foster a collaborative environment, offering support and encouragement as the internal team navigates the transformation process.
Adaptability: Consultants must be flexible and adaptable, tailoring their approach to meet the specific needs and capabilities of each client. This customization ensures that the solutions are practical and feasible for the company to implement.

Characteristics of the Company

Commitment to Learning: The company's leadership and employees must be genuinely committed to learning and development. This commitment involves investing time and resources into the transformation process and being open to new ideas and approaches.
Willingness to Get Hands Dirty: Successful implementation requires the internal team to be actively involved in the process. They must be willing to engage deeply, take ownership of the changes, and work through challenges as they arise.
Resource Allocation: The company needs to allocate sufficient resources, including time, personnel, and budget, to support the transformation efforts. This investment is crucial for ensuring that the changes can be effectively integrated and sustained.

Conclusion

The "done for you" model of consulting, while seemingly efficient, often fails to deliver lasting results. By contrast, the "do it with you" approach fosters ownership, builds internal capabilities, and ensures sustained support for the transformation process. For SMEs looking to pivot their business models and achieve long-term growth, embracing a collaborative consulting model can make all the difference.

Success in this approach requires both parties to bring their best to the table. Experts must guide, mentor, and adapt, while companies must commit, engage, and invest. When both sides are dedicated to working together, the potential for meaningful and sustainable change is immense. It truly takes two hands to clap, and when they do, the sound of progress is unmistakable.

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