Q&A: Working with a Consultant

Question: In your own opinion, what is the single most important thing a club owner or operator can do to succeed in today’s highly competitive club environment?

Answer: The single greatest thing that any club or any other type of business, can do is to create a product that is significantly different. This product or service should be so different that its benefits and features are automatically recognized as “unique.”

Question: When consulting with a club owner, what steps do you take to create a very productive working relationship?

Answer: It all begins before we accept someone as a client. We start with a very thorough evaluation of the client’s situation. We call it a profile. It is the consultant’s job to find out about their client’s objectives and to make sure the fit is there.

Question: What makes a “good client”?

Answer: A good client is someone who is “ready” for a consultant to take an objective look at their club and situation, provide a plan for improvement, and who is willing to be objective about this process. A good client asks their consultant to work beside them.

Question: What makes most clients ready to benefit from consulting expertise?

Answer: Usually things are not going quite as well as the potential client had expected. Things may seem to be a bit overwhelming and the client is looking for direction and structure. A professional consultant can provide solutions, direction and structure which allows them to work on their business and not in it 24/7.

Question: What is the main thing a consultant can do?

Answer: Professional consultants’ programs look at how they can improve all areas of the operation through a systematic approach – starting with the three most important things that are impairing a client’s profitability; improving them first, and moving forward from there.

Question: How do you define a successful consulting assignment?

Answer: Success occurs when consultants works side-by-side with clients to help them in reaching their objectives. When done, we usually go out for a drink to celebrate our accomplishments and have a good laugh.

Mike Chaet, Ph.D “Clubdoc” is the Founder and President of CMS International. For a free booklet entitled “7 Laws of Profitable Club Management,” Email him at clubdoc@cms-clubweb.com.