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Hiring Consultant
   
BY MARIWYN EVANS
Better shop around
Need technology help Let an expert handle it.
Whether you’re installing a network in your brokerage or just trying to integrate the software and peripherals at your home office, a little expert help from a computer consultant can make a difficult job easier. Unless you’ve hired the wrong person, that is.
Before you turn some unknown geek loose on your system, follow these consultant selection tips from Fritz H. Grupe, an emeritus professor of computer information systems at the University of Nevada in Reno.
* Define your project goals before you hire. To get your thoughts straight, develop a one-page request for proposal. For a complex project, consider hiring a consultant to help you set goals.
* Set cost parameters. You can expect to spend $100 or more an hour for training or hardware installation. To get a handle on how much time the consultant should reasonably spend installing a system, ask the equipment’s manufacturer.
* Check references. No other factor is as important in choosing a consultant. Read résumés and check references randomly from a complete list of clients—not just those satisfied customers given as references. Ask whether the consultant delivered systems on time, under budget, and in line with client expectations.
* Match the consultant to the need. If your main objective is installing a network, a software consultant’s expertise isn’t beneficial. And you’ll save money if you don’t hire a high-level person to do a simple job. On the other hand, hiring someone who doesn’t have enough experience or the right experience can result in your paying the person to learn how to do your project.
* Search for industry savvy. Although you almost certainly don’t want to hire a consultant whose goal is to put you or your company out on the technology frontier, you do want a consultant who’s up on current trends. Otherwise you run a risk of ending up with obsolete technology.
* Start small. If you have a large project, break it into smaller segments to test out the consultant on one piece first.
* Make sure you know whether your consultant also sells hardware or software. A vendor is probably less interested in helping you find the best solution than in selling you product.
* Keep customization under control as customized programs can increase costs rapidly. Today, there are so many real estate–specific software packages that you should be able to find one that meets your needs. If nothing seems to fit all your needs, prioritize your processes and look for the one program that can do the most important tasks well.
With these tips, and by involving your IT people in the process, you’ll be more likely to hire the right consultant, whether or not you speak geek.
Case study: hiring in real life
BC Risi’s years as a senior sales engineer in the telecommunications industry gave him a leg up when it came to choosing a technology consultant. But he still recognized the importance of in-depth due diligence before hiring a consultant to install a network in one of the two brokerage offices of Oneiric International Inc. in Elk Grove, Calif., where he’s president.
Risi started his search in the phone book, looking for consultants who had experience in networks—and ideally with real estate brokerage, investment, or financing companies. “It took a lot of phone calls,” he recalls. Search engines and recommendations from peers are also good sources, he says.
First, Risi focused on candidates’ expertise, looking for consultants who’d completed multiple certification programs in programming languages, networking, and other specialized technology subjects. “I think of these certificate programs as the equivalent of the practically oriented higher education of computer science, the GRI or CRS® if you will,” he says.
Second was finding a consultant who could communicate well. “Most users don’t understand the technicalities and couldn’t care less. What they want is a consultant who can explain the differences in computer options available and the pluses and minuses of each.” This skill is particularly important because many people expect a Rolls Royce when they can only afford a Volkswagen, says Risi. A good consultant can explain what makes the Rolls worth the price or what you can realistically expect from a Bug.
Risi’s $20,000 project was completed on budget in little more than six weeks. He was satisfied, but next time, he says, he’ll spend more time ensuring that the new system has the scalability that’ll let his company keep expanding without the need to replace equipment so rapidly.
FACTOID
Women make 57 percent of all consumer electronics purchases.
—Consumer Electronics Association
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