We Need Consultants Now More than Ever: How the “New Normal” Offers Consulting Firms New Opportunities to Win and Retain Business
The pandemic has unsettled the world, leaving us all to navigate the uncertainty. I don’t need to elaborate. We all know and feel the effects the COVID-19 pandemic has had on our economy, workplaces, and personal well-being.
However, at the time of writing this, restrictions around the world are starting to lift, little by little. And as the initial hurdle comes to a close, we are gradually shifting our attention from the panic of What now? and instead, shifting our focus to What’s next?
As a Product Marketing Manager for M-Files, I am in the game of figuring out what moves and shakes people to change, or more specifically what drives companies to invest in new technology. This pandemic has certainly offered a new driver to the mix.
COVID-19 has Forced Companies to Transform (and Transform Quickly)
Before this crisis, some common drivers across many industries included items like increasing efficiency in a competitive landscape, winning and retaining new business, and minimizing risk.
These drivers are still relevant. The pandemic, however, has presented a new driver — resilience. Namely, how can companies ensure and maintain operations in times of crisis? How can companies continue with business as usual in times when business is not usual?
While the initial hurdle of this pandemic seems to be coming to an end, there is no guarantee that the pandemic will not grow worse or that further restrictions will be enforced in the future (some news media portends the possibility of a second wave of cases globally). And as experts warned us of a possible pandemic before COVID-19, they are also insisting that we realize that other pandemics are just as possible in the future. We simply do not know. We used to operate with a false sense of certainty about the future, but this crisis has exposed just how uncertain things really are. Despite this, we are certain that the COVID-19 crisis has taught us that businesses need to transform. We can feel confident about that lesson. And when there’s need for great transformation, there’s need for great guidance.
Bring in the Consultants!
The reason I boldly claim that we need consultants now more than ever is because we’re in uncharted territory. Emotions are strong and it’s difficult, for both employees and business leaders, to wrap their minds over what to do next. Consultants, by and large, are transformation experts. We call on consultants to get us from one state to the next, because they have the expertise, experience, resources and know-how to pave a path to our objectives.
When it comes to the topic of resilience, businesses are plagued with questions around policy, leadership, technology, security, and change management while also grappling with the struggles of maintaining business today. This presents an interesting opportunity for people in the thinking industry.
The Driver: What’s driving or forcing companies to change?
The COVID-19 crisis has tested the resilience of the business world.
The Objective: What do companies need to do in response to this driver?
Companies have been forced to establish and maintain organizational resilience — to handle future crises.
Business Changes: What transformations must take place for companies to meet these objectives?
To establish and maintain organizational resilience, companies must:
- Institute a flexible and secure work environment
- Reduce costs to buffer current and potential decreases in revenue
- Enable a remote, yet effective workforce that can work either from the office or at home
- Establish policies and procedures for times of crisis and train staff on policies
- Train leadership on managing and leading in times of crisis
- Uphold excellent customer experiences in times of crisis
Business Value: What is the potential business value of these transformations?
When companies are resilient to crises, they:
- Retain more business
- Maintain business continuity in times when business is not usual
- Have better buffers for sudden revenue decreases
- Mitigate risks to security and quality — in areas like information security, safety, and compliance
- Increase workforce satisfaction and trust
So, if you’re in the service of helping businesses transform, take a moment to consider if this new driver offers your firm new opportunities. And in doing so, consider the following:
- What sort of products or services can you provide to help potential or existing clients manage this crisis?
- What sort of training do you need to better help your clients manage crises and build resilience?
- What sort of content can you develop to help your clients manage our current global predicament?
In times of global uncertainty, we need people in our corner to help us put one foot in front of the other. That’s why we need consultants now more than ever.