Do you need an outside professional consultant to help solve a seemingly unsolvable business problem? If you've checked, you've already discovered the high cost of consulting, and wonder if there is any way you can be assured that the consultant you hire is competent to solve your problem. You don't want to go to your friends or business associates and ask because you don't want knowledge of your problem to get out. So, how can you go about selecting a consultant from the many listed in the phone book, and is the phone book the way to go?

LOCATING AN EXPERT
Frankly, the phone book is an excellent place to begin your search, but you can do more. Add to your list suggestions from your accountant or attorney. You already have a confidentiality agreement with these professionals, and they are often able to suggest a consultant who has addressed similar problems for their other clients.

Another great place to check is your industry association. Many associations have a list of national consultants they recommend as specialists in your industry, and this knowledge may benefit you in short-cutting the results. Finally, don't overlook the staff at your local university, an excellent source of knowledge.

CONFIDENTIALITY
As far as confidentiality, keep in mind that consultants earn their money by discretely solving problems. Your information will be held in the strictest of confidence. If the problem is of such a nature that you feel even providing an outline would be damaging, ask for a signed letter of confidentiality before you send any information. Your lawyer can help you draft this agreement, or the consultant may have one that is acceptable to you.

FIRST STEP
Define your problem in writing. This step forces you to face the facts of the matter, something you may have been reluctant to do up until now. A very good strategy to use in problem definition is to carefully set down what it is you would like to have happen as a result of solving the problem. Often this step alone can lead you to a solution without using a consultant. Keep in mind the difference between the facts and the story you tell about the facts. At this point, stick strictly to the facts. Leave the story for later.

REQUEST A PROPOSAL
Ask each consultant on your list to propose a solution to your problem. Be sure to provide each with identical material. Your RFP (Request For Proposal) should provide the explicit facts about your company and clearly outline the problem you are having or the solution you wish to generate. Again, be sure to differentiate between the facts and the story. Be sure to ask for their experiences in solving similar problems and request references, estimated costs, and when they could begin.

BUILD A 'SHORT LIST'
From the responses you receive, select a short list of consultants to personally interview. Three to five would be sufficient. Have your inner circle of company players at these interviews. Request each consultant to submit a written evaluation of the problem as they see it, their proposed solution, and how much it will cost. Beware of those with a "package" to sell unless the package directly answers your specific needs. Carefully evaluate the proposed solutions and select the best.

CHECK REFERENCES
Please, please do not skip this step. A consultant can talk a very good solution, but results speak louder than words. The references you receive from the consultant may not identify the problem he or she was hired to solve, but calling these references can tell you whether the matter was handled discretely, whether the problem was solved, whether the costs were contained, and whether they were pleased with the results.

SIGN A CONTRACT
Generate a formal contract outlining the problem, the proposed solution, and especially the costs. Now get out of the way and let the consultant do his or her work.