1 ADVANCE for Executive Insight

CEO Perspective
If, as in the case of Sierra Kings District
Hospital, finances are in a critical state,
don’t abandon the idea of hiring a consultant
because funding is tight.
ground with similar work and references.
Listen During Interview
After explaining the problem and your expectations, listen and
pay special attention to what candidates say during the interview
process. Make sure they understand your situation and are able
to explain solutions in ways you understand. Develop questions
that will give you concrete information on how the consultant
will approach problems. Ask for details regarding their experience,
how they’ve handled difficult situations and how what
made them successful. Try to ascertain whether a candidate will
remain with the position and see it through to completion. It will
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be a serious setback if you have to begin the search process all
over again.
Payment Terms
If, as in the case of Sierra Kings District Hospital, finances are in a
critical state, don’t abandon the idea of hiring a consultant because
funding is tight. Even if it seems that the cost of a consultant might
be out of reach, explain what the hospital can handle financially
and in what areas the consultant is needed. Ask the consulting
company if it’s possible to negotiate payment terms, such as a payment
plan or other financial arrangement that defers a portion of
the payments until operating performance is improved.
Communicate with Staff
View the hospital as a community that needs to be communicated
with. Continually provide information about the process.
Have the board chair explain to the entire hospital staff, from
those who work in housekeeping to doctors to the top administrators,
why a consultant is needed. With staff that is going to
be directly involved with the consultant, consider meeting oneon-one
with them. In addition to talking to the staff, listen to its
input. The goal is for the entire organization to be committed to
the goals and objectives.
Once the consultant is brought on board, have him or her meet
very early on, if not immediately, with the entire hospital internal
and external community, explain the situation, their vision for
improving operations and how they will have open and honest
community future communication. This will help to offset any resistance
from the staff or local community. A consultant who has
direct contact with hospital community will be more successful
than one who is out of sight and unavailable.
Avoid Setting Consultant up For Failure
Once you have consultants on board, be sure to understand their
exact capabilities, set realistic goals and ask them to do only what is
within their expertise. Clearly define the difficulties that your organization
is facing and do not hide any information. Make sure you
provide sufficient time, resources and data to allow the consultant
to be successful.
Hiring a consultant can be a time-consuming and daunting task.
Put as much time as needed into the selection process. Ultimately,
your consultant needs to be someone who, along with his or her
good references and expertise, is a person you can trust and will be
able to work well with.
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20 ADVANCE for Executive Insight