Spending consulting dollars wisely: a guide for management teams

Purpose – Teams must evaluate carefully the promises of consultants. This article seeks to provide clear criteria to guide teams in the purchasing of consulting services. Danger signs are provided to help team leaders recognize when they are being manipulated. Design/methodology/approach – The buying process for management consulting services is outlined. Potential pitfalls of dealing with consultants are discussed and recommendations are given for team leaders to follow. Findings – Team leaders can make more objective decisions in evaluating consulting services if they remain objective in evaluating the proposed program and refuse to allow their emotions to be manipulated. Originality/value – The article is a useful tool for team leaders who wish to avoid buying programs that are expensive, unnecessary and perhaps even harmful to their organizations.