Hiring a consultant is an investment that unlocks access to the consultant’s breadth and depth of expertise. You are paying for their time, skills and knowledge. Consulting firms with a deep bench of experience and expertise provide you with access to the most current trends, knowledge, and a broad array of perspectives.
While consultant fees may initially seem steep compared to leveraging internal resources, the investment often yields substantial returns through improved efficiency, strategic insights and accelerated problem-solving. In the long run, it will likely actually save you money and time.
To gauge whether fees align with expected outcomes, clearly define project objectives and deliverables upfront, request detailed case studies of similar engagements, and establish concrete success metrics.
A skilled consultant should be able to articulate how their expertise will translate into tangible business improvements, whether through cost savings, revenue growth or operational enhancements.
Compare their proposed fee structure against the potential long-term benefits. Remember that quality consulting work can continue generating value long after the engagement ends through improved processes, enhanced capabilities, and knowledge transfer to your team.
The first step is to identify exactly what you seek to achieve with the project.
Start with a problem statement: Write out exactly what's not working or what you're trying to achieve.
Instead of saying, "We need better governance practices," specify something like, "Our board spends 70% of meeting time discussing operational details rather than strategic direction, resulting in little progress on our strategic initiatives. We are finding ourselves unprepared to address larger macro challenges when they arise."
Some additional information and insights to consider include:
Gather internal perspectives and data that reflect the problem. Solicit input from impacted staff and gather data that illustrate the challenge.
Define success metrics for the work to be done. Consider how the board, members and staff will interpret success.
Outline your expectations. Give thought to the kinds of deliverables that you will need, the internal resource commitment you can provide, the level of ongoing support needed, and your budget range.
Consider timing and urgency. Reflect on whether the challenge needs immediate attention. Evaluate internal and external factors that might impact the project.
Strong preparation will help you have more productive conversations with potential consultants and better evaluate their proposed solutions. Clarity about your goals will also help you negotiate scope and fees more effectively and manage expectations within your organization.
Whether it’s strategic planning, membership growth, or a new initiative, consider how you envision this work unfolding. Do you have revenue goals? Do you have engagement needs?
Here's a practical approach to developing a clear vision for your project:
Picture the End Result
Start by imagining your organization after the project is complete. What's different? What's improved?
Get specific about what success looks like - whether that's a well-defined strategy, higher member engagement, more effective board meetings, or a more profitable product portfolio. For instance, rather than simply "Modernize our membership model," aim to "Create equity in our dues structure" or "Develop membership opportunities for new adjacent markets." These specific details help define what success looks like.
Map Current vs. Future State
Draw out where you are now compared to where you want to be.
For example, if your association currently has three standalone publications with overlapping content and separate subscription models that reach 20% of its membership, maybe your vision is an integrated digital content strategy that delivers personalized, industry-specific insights to 75% of members through a unified platform.
These concrete details help shape your vision.
Define Impact Areas
Break down how the project will affect different parts of your business:
Create a Timeline
Develop a realistic schedule that shows when you expect to reach major milestones. This will help everyone understand the journey and keep the vision grounded in reality.
Consider Constraints
Think about what might limit achieving your vision:
It is important to be aware of these at the beginning of a project to manage stakeholders' expectations and help your consultant design a solution customized to your association.
To determine the right level of consulting support, assess your needs across these key dimensions:
Internal Capabilities
Project Scope & Complexity
Timing & Urgency
Resource Availability
How will you determine the best fit for you and your association? Prospective consultants should ask good questions about your association and demonstrate genuine interest in your success rather than just trying to sell their services.
A quality consultant should be able to explain exactly how they'll add value and help you measure the impact of their work. Other things to consider include:
Ability to work with a variety of stakeholders:
Relevant industry and/or project expertise and experience:
Demonstrated project approach:
Transparent business process:
Sound references:
Looking at consulting proposals can feel like comparing apples to oranges. Here's a straightforward way to evaluate your options:
Remember: The best proposal isn't always the fanciest or most expensive. Look for one that shows they understand your needs and offer clear, practical solutions to help you achieve your goals.
Ready to transform your association with expert guidance? McKinley Advisors brings over 30 years of proven association consulting experience to help organizations navigate change and drive sustainable growth.
Schedule a conversation with our team to explore how we can support your strategic goals.