Sometimes the best service a consultant can provide is free

They say the best things in life are free, and the same goes for consulting. The “client” can receive infinite times the value paid when the cost is free.

To tell the story: A few months ago, I traveled out of state to meet with a rural organization that was exploring bringing me on for fractional executive support. They had significant goals, but like many regional entities, they were operating under tight budget constraints.

The prospective client and I agreed to check in within a few weeks as needs firmed up and funding became clearer. Their leadership also mentioned that they would bring it up once more with their regional economic development group that in a perfect world might have provided this support. My prospective client would say that their board were actively considering engaging an outside consultant to fill their operational gaps.

That single conversation was a catalyst.

Faced with the reality that one of their local groups was about to pay out-of-pocket for external help, the regional economic development entity stepped up to deliver the fully funded, regionally-based support services they were built to provide in the first place. It took the presence and engagement of an out-of-state consultant to spark the momentum needed to unlock those local resources.

I love when prospective clients secure the help they need at zero cost to their bottom line. My primary goal is always to see organizations succeed and get results, however that happens. Unlocking existing regional funding so they can stretch their budget further is a signficant win.

While the regional group is stepping in for now, public resources often have limits. These limits may include the scope of coverage, and sometimes, unfortunately, the quality that results from overburdened or uncustomized resources. If their needs expand beyond what regional support can cover, I can be available to help them take the next step for their development.

Being a “but for” reason that the wheels start turning is one of the best parts of my practice. The economic development decisions in this smaller rural community will be better.

Perhaps this post can serve as that note; is there essential support you could access today, without cost, by telling a supposed partner that you’re discussing engaging a consultant?