OPTIONS

1)      Generalists – offer comprehensive planning and recovery expertise; may be inde­pendent or a product/service provider

2)      Specialists – offer expertise in specific areas, such as computer security, media relations, or telecommunications; may be independent or a product/service provider

3)      Independent consultants – offer either comprehensive or specialized consulting expertise and are not affiliated with a product or service

4)      Vendor consultants—offer either comprehensive or specialized consulting exper­tise as well as other products and/or services

WHY BUY?
Consultants can guide overall planning and recovery processes or provide expertise specific to a problem area. Consultants, if used properly, may eliminate need for a full-time contingency planner for small companies and can help establish or fortify planning teams in larger organizations.

WHAT TO LOOK FOR

1)      Experience, longevity, and diversity

2)      Knowledge; understanding of your business/industry

3)      Good consultative skills and a proven methodology

4)      Professional presentation verbally and in writing

5)      Good project management and communication skills

6)      Clearly defined work plan and deliverables

7)      Advice that will result in cost savings

8)      Flexibility, availability

9)      A fit with your corporate culture

COST CONSIDERATIONS

A detailed cost analysis will often reveal hidden expenses. Then adding up costs, consider the following:

1)      Fixed fees tend to err on the high side.

2)      Per diem rates can save you money, as long as the project does not exceed deadline.

3)      Be sure consultants document and can justify expenses according to day, hour, etc.

4)      Retainer fees may be a worthwhile investment, depending on the nature and avail­ability of consultant’s expertise.

BE PREPARED

In order to bid for your business, vendors will want to know:

1)      Your project scope and objectives as well as how you envision a consultant assisting

2)      Level of planning and recovery expertise within your company

3)      Company profile, including descriptions of computing and telecommunications environment, company locations, number and function of employees, mission­ critical business processes, and corporate culture

KEY QUESTIONS TO ASK POTENTIAL VENDORS

1)      Level and availability of technical expertise and assistance?

2)      Experience, qualifications specific to my industry?

3)      Planning philosophy?

4)      How many and what types of plans completed?

5)      Approach for achieving a knowledge transfer?

6)      Are copies of a work plan and sample deliverables available for inspection?

7)      Plan maintenance and update services offered?

8)      Views on commercial planning software?

9)      Multi-disciplined consulting team available?

10)  References available?

KEY QUESTIONS TO ASK VENDOR REFERENCES

1)      How much do/did you rely on this consultant?

2)      How do end results compare to what was promised?

3)      Was the project completed within deadlines and budget?

4)      Were there any unexpected fee extensions?

5)      Did the consultant actually build a recovery plan and assist with the first test?

6)      Did consultant serve in your company’s best interest, not recommending a practice, product, or service if inappropriate?

7)      How similar to my own are your company’s planning and recovery needs?

8)      Why was this consultant chosen?

9)      Others considered?

10)  What did the selection process entail?

11)  Consultant strengths, weaknesses?

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BUYER BEWARE

1)      Inexperienced consultants who may have been excellent planners but resorted to consulting because they lost their jobs

2)      One-man band operations without the necessary resources

3)      The software debate: Some consultants tend to rely more heavily on or sell commer­cial software. Others downplay software use. Talk to both before deciding what’s right for your company.

4)      The consultant/vendor debate: Consultants affiliated with a company that is selling a planning/recovery product or service may be predisposed to recommending that product or service be included in your plan, say the independents. Not so, say con­sultant vendors who claim to maintain their objectivity and boast resources they say independents can’t offer.

5)      Employ nondisclosure agreement; demand confidentiality.

WHAT NEXT?

1)      Invite finalists to your site to give a presentation. Determine whether or not they are a good fit in terms of style, personality, substance.

2)      Compare sample work plans and deliverables—make sure you’re comparing oranges to oranges.

3)      Request written replies to questions not answered during vendor presentations.

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