You need help structuring your operations, but the consulting market is opaque. How do you distinguish a firm that delivers from a slide seller?
This guide gives you the keys to making the right choice.
1. Operational Consulting Firm: What Are We Talking About?
An operational consulting firm differs from classic strategic consulting in one essential way: it doesn't just recommend, it gets its hands dirty.
Strategic Consulting
- Market analysis
- High-level recommendations
- PowerPoint presentations
- "You should do X"
Operational Consulting
- Field diagnosis
- Concrete implementation
- Change management support
- "Let's do X together"
Operational consulting intervenes on concrete topics: process optimization, tool deployment, team reorganization, productivity improvement.
2. The 5 Criteria for Choosing the Right Firm
Criterion 1: Field Experience (Not Just the Resume)
Beware of consultants who have never had operational responsibility. The best operational firms are composed of people who have lived the problems before solving them.
Questions to ask:
- Have you ever held an operational position (operations director, department head)?
- Can you give me an example of a similar project with measurable results?
Criterion 2: Methodology (But Not Too Rigid)
A good firm has a proven method but knows how to adapt it. Avoid "proprietary methods" that never change, as well as improvised approaches without a framework.
Good sign: "Here's our framework, which we'll adapt to your context after the initial audit."
Bad sign: "We apply the XYZ method to all our clients, that's what works."
Criterion 3: Commitment to Results
The real test: is the firm willing to commit to measurable results? Not "qualitative objectives," but concrete KPIs.
Examples of serious commitments:
- "30% reduction in order processing time"
- "15-point improvement in customer satisfaction score"
- "20% productivity gain on the targeted process"
Criterion 4: Firm Size (Relative to Your Size)
A 30-person SMB doesn't need McKinsey. And a solo freelancer will struggle to support a major transformation project.
| Your Size | Recommended Firm |
|---|---|
| 5-20 people | Freelance consultant or small firm (2-5 people) |
| 20-100 people | Specialized boutique firm (5-20 people) |
| 100+ people | Mid-size or large firm |
Criterion 5: Knowledge Transfer
A good operational firm works to become unnecessary. If you're dependent on the consultant 2 years later, it's a failure.
Questions to ask:
- How do you train our teams during the engagement?
- What will remain when you leave?
- Do you provide documentation of implemented processes?
3. Red Flags to Absolutely Avoid
Red flag 1: The firm refuses to share verifiable references. A good firm is proud of its clients and can put you in contact.
Red flag 2: They propose a costly "big diagnostic mission" before discussing solutions. The initial audit should be short and inexpensive (or free).
Red flag 3: The senior consultant who sells isn't the one who delivers. Ask to meet the actual team.
Red flag 4: No clear scope. "We'll see as we go" is a recipe for budget overruns.
4. The Right Selection Process
- Define your need internally: What problem do you want to solve? What results do you expect? What approximate budget?
- Shortlist 3-4 firms: Through recommendations, research, or requests for proposals.
- Request a written proposal: With methodology, timeline, deliverables, and clear pricing.
- Meet the actual team: Not just the sales person, but the people who will be working with you.
- Verify references: Call 2-3 former clients. Ask specific questions about results.
"The right firm isn't the cheapest or the most prestigious. It's the one that truly understands your context and commits to results."
5. How Much Does It Cost?
Rates vary according to firm size and project complexity. Here are ballpark figures for an SMB:
| Engagement Type | Duration | Budget |
|---|---|---|
| Audit / Diagnostic | 1-2 weeks | $2-5k |
| Process Optimization | 1-2 months | $5-15k |
| Operational Transformation | 3-6 months | $15-50k |
| Long-term Support | 6-12 months | $30-100k |
A good tip: prefer short engagements with clear deliverables, even if you chain multiple phases. This reduces risk and allows for adjustments.
Our Approach
At JAIKIN, we combine operational consulting and technical expertise for concrete results.
Discover our operational consultingNeed an outside opinion?
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