Checking the references is a key step in the consulting sourcing process. But how do you get started exactly?

1. ASK YOUR QUESTION
HOW TO CHECK THE
REFERENCES OF A
CONSULTING FIRM?

2. You have identified your
shortlist and started
analyzing the written
proposals.

3. Now is the right time to
check the references
of your potential
providers.

4. It is the only way to make sure that a
given consulting firm has the experience
they claim.

5. HOW DO YOU GET
STARTED?

6. Start thinking about what information
about this specific consulting firm is
important for you.

7. Build a list of questions
that are relevant to your
project and your
company.

8. For instance, are your priorities…
 Their
expertise?
 Their project
management
skills?
 Their ability to
build
relationships?  Their ability to
deliver impact?

9. Use the grey areas you
have detected in their
proposals.

10. Then contact the references
and start asking your
questions.

11. Make sure that these
references are…
 Real: Check their background
 Relevant: Make sure the projects
mentioned have similarities with yours
 Recent: The project has to be done in a
reasonable period of time (usually less
than 3 years)
 Related: The reference concerns the
project manager or the team
4R

12. Checking references will allow you to
minimize the risks…
And maximize the impact of your project.

13. Hélène Laffitte
Cofounder & CEO
• Consulting Sourcing Expert
• Author of Smart Consulting
Sourcing
• MBA Columbia Business School
Want to learn more?
Contact me & start creating
more value.
+1 (646) 477 5953
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CREDITS PHOTOS FROM UNSPLASH
Slide 2 – Makarios Tang
Slide 4 – Jukan Tateisi
Slide 6 – Jon Tyson