When I first meet with a new client, I start with a lot of questions. First, a big one, seemingly easy: "What do you want?"
The answers are often simple and direct: "More sales." "Profitability." "A business plan." "A new bookkeeping system." Simplicity in formulating a goal is admirable, but at times it can invite overly simple answers. A small business owner should expect a management consultant to help them qualify those objectives in a way that prepares them for decision and action.
The next question, the follow-up, is hard: "Why?"
Do you want more sales so that you can build your retirement? Sell your company? Reach an economy of scale? Attract partners or employees?
Do you want a business plan designed to attract investors, or to have a living, decision-making document?
What problems do you hope will be solved by a new bookkeeping system?
The specific answers paired with your particular business environment will determine the range of options that are both available and advisable. "What" doesn't give you good answers without "why."
Once you know where you're going, you can save a great deal of time (and consultant billable hours) if you are prepared to make decisions quickly and effectively. There's a simple thing that will help you make decisions, both while working with a consultant and after you start to put your plan into action and implement changes. I'll cover that in part two: non-negotiables.