My friend Paul Simpson is a great thinker, fiercely intelligent, passionate and outspoken.
We were talking about the paradox of clients choosing their expert advisers. I often wonder how well equipped the client is to make the selection – if they were knowledgeable enough to know who was giving the best advice they probably wouldn’t need the external input.
Paul has worked in a variety of interesting PR rolls and he maintains that clients are unlikely to choose the expert that they could benefit most from – because they are more likely to choose the one they are most comfortable with; not too different to what they are doing already.
In challenging market conditions and on the back of dramatic changes, I’m not sure that many organisations can afford ‘comfort’ as a criterion for evaluation. For great results from external consultants and advisors; step outside of your comfort zone.