Consultant's Meter Starts When?
by Wayne Tustin

You are up against a problem. To you it is serious. You need help and you need it fast. You learn about an engineer consultant who might be able to help you.

You waste another couple of days, them you decide that even though you presently lack authority to hire a consultant,"By golly, I am going to call him up and find out if he can help us."

Will the consultant talk to you, knowing that being paid is not assured? ERI recently surveyed its specialist. All seem willing to talk to you for 30 minutes and few are willing to talk for 60 minutes, assuming there is reasonable likelihood that a consulting agreement or purchase order will result.

During that conversation, you as potential client do not usually learn what you should do on the specific problem. That will come later. Rather, in this conversation you seek to understand the consultant's experience and ability in the problem's technical area. Also, find out his hourly rate and availability. Remember that the consultant's time is limited. Don't abuse his courtesy.

Simultaneously, the consultant seeks to understand your situation and resources and to give you some general guidance (no details or actual work or calculations). If he feels he can help you, he will say so. A second or even a third telephone call, to work out details of a consulting agreement or purchase order, may be need.

If he feels he cannot help you, he may be able to recommend another, consultant.