Is Hiring a Communications Consultant Worth It? Overcoming Common Objections.

A comms consultant can help you deliver more than you thought possible!

As a communications expert with over two decades of experience, I've encountered my share of objections when companies consider hiring a communications consultant like me for a project. Here are the common objections I’ve heard, along with some reasons you should hire one anyway! 

1. Cost Concerns

Companies sometimes flinch at the perceived high cost of hiring a communications consultant. They often struggle to justify the expense, especially when facing budget constraints.

I always focus on demonstrating the return on investment (ROI) my services provide to overcome objections. I share examples of similar projects where my expertise led to cost savings, increased efficiency, and improved outcomes in the long run.

There is also the cost of time to get me started – leaders will say “I don’t have time to onboard & train you”.  This is an easy one for me – because I don’t need the leader to onboard me, I just need access to the project plan, the team and someone to let me into the building [actual or virtual].  I dive in and get myself up to speed and ask questions along the way. 

From my perspective:  My services do require an upfront investment, but consider the long-term benefits. By implementing effective communication strategies, we can enhance employee engagement, reduce turnover, and improve customer satisfaction, all of which directly impact the bottom line.  In addition, you save by not paying for my PTO, benefits or retirement which can often double salary costs. 

2. Doubt in External Expertise

There is some truth to the belief that internal teams know the business best and companies may question the value an outside consultant can bring. However, knowing the business and knowing the tools, channels and methods to communicate project deliverables, business results, training and more is a separate skill that those who know the business may not have!  If they possess strong communication skills, they may not have the time to employ them while managing the project. 

I try to emphasize the unique perspective and specialized knowledge I can offer as an external consultant. I can share my diverse experience across multiple industries to bring fresh insights and innovative solutions to their project.  In addition, I’ve seen what works and what doesn’t – in practice!  This means less trial and error for your team. 

From my perspective: As an external consultant, I bring a fresh, unbiased way of looking at your challenges. My experience working with different organizations allows me to identify best practices and innovative solutions that may not be apparent from within.  Plus, I’m well versed in communication practices, tools and channels that help deliver info to the right people, at the right time, using the right channel – every time. 

3. Fear of Change

Even those who are leading projects have moments where they get nervous, may resist change, fear disruption to established processes and company culture. These fears don’t go away, even when you know change is needed and will make things better. 

I work to highlight my collaborative approach and commitment to understanding the company's unique culture and needs. By stressing my ability to enhance, not replace, existing strengths, I can reassure leaders that they have a lot to gain from bringing me in, and not much to lose. 

From my perspective:  I am always collaborative. I work closely with your team to understand your culture and processes, ensuring that any proposed changes align with your company's values and goals. Together, we'll implement improvements that build on your existing strengths.

4. Uncertainty About Deliverables

Companies may hesitate to hire a consultant if they're unsure about the concrete outcomes they can expect.  This can be challenging to quantify, especially when results may not be known for some time after the project is underway.  However, I aim to be clear and specific about the deliverables I will provide.  This includes an overview of the output a team can expect from me at different points in the project.  I provide examples of measurable results I’ve achieved for other clients, and outline a clear project plan with defined milestones and outcomes. 

From my perspective: I understand the importance of tangible results and I will share specific outcomes I've achieved for similar clients. For any project, I propose a detailed plan with clear milestones and measurable objectives, ensuring the team will see concrete progress throughout our engagement.

TL:DR

Hiring a communications consultant is worth it - you just need to find ways to overcome common objections. By addressing objections head-on, I work to build trust and demonstrate the value I bring as a communications consultant. Remember, your consultant should be doing the heavy lifting for you.

 If you ask for help early, I can even help you build the use case to bring me onto your projects.  This includes specific responses to your company's unique needs and concerns.

With a thoughtful approach, we can turn objections into a mutually beneficial opportunity to showcase your ability to lead, delegate and properly staff a project as well as my expertise to communicate!