Use Whoever's On The Bench

Warming the Bench by LouisRiley

Lots of people are aware of the old "bait and switch" perpetrated by the Big Firms: Show up with Mr. Incredible during sales, then staff the project with Jane and Joe College once the contract comes in. Maybe Incredible turns in the final report and attends a few dinners, but he really had nothing to do with the project.

Many folks don't realize it, but small firms do just the opposite. When all you've got is a hammer, everything looks like a nail. And when Bob is "on the bench" he instantly becomes an expert at everything.

I have always been pretty easy to bill. Too easy, in my opinion, since I was always billing! But my firm was loaded with odd experts and expert oddballs who seem to spend too long on the bench.

Instead of firing the oddballs, most firms will find a spot for them. I've been asked to "massage" the resume of various dead wood staff, adding my own bullet points to their skimpy skills. I've even been asked to portray them as experts and "support them remotely" when they had a question!

What a racket! Big or small, clients should watch out for the switch. And wannabe consultants should be wary of both situations, since games like these can really affect your reputation!