Consultant Interview Questions

This last week I was asked what questions a client should use to interview a potential consultant.  We’ve all had consultants come in looked fantastic on paper but had no practical experience.  I recall interviewing a project manager who couldn’t handle a question regarding scope creep and managing client expectations.  One technical architect claimed six years of Microsoft.NET® in 2004, which was odd considering it was released only two years earlier. 

Note: These questions are geared towards Change Management and Organizational Development consultants rather than technical contractors and staff augmentation.

Additionally, the requirement of being able to work closely with the consultant in a mutally respectful manner is implied.

Experience Questions

1.    Have you successfully addressed this issue for other direct clients? Please provide the contact names and numbers.

2.    What type of interventions did you use?

3.    If you have not addressed this specific issue, what similar experience would you be able to leverage to address this issue?

4.    What resistances did you face in implementing the intervention(s)?  How did you overcome them?

5.    What other industries have you worked in besides mine? 

a.    Specific industry experience is not necessary but there are might be optimal practices that exist elsewhere that you can leverage.

6.    What is the value of the largest change you’ve helped a client realize?

7.    Describe a change or intervention that was not successful.

a.    Humility is important.

b.   Applied learning is equally important.

Process Questions

1.    What is your process?

a.    “It depends.” Is not an acceptable answer.  Dig further for examples.

2.     What level of partnership will be required and at what levels?

a.    Look for incongruence between the issue and the expected level of partnership.

b.   The board of directors does not need to be interviewed to address a line manager’s performance.

3.    How do you define success?

4.    How will you make your recommendation?

5.    Are you willing to train our internal staff for the implementation?

a.    An excellent consultant will say “Yes”.

6.    How would you verify the results of the change?

What consultant interview questions do you use?