I heard from an executive recently that the consultant helping them to select their content management system had a highly qualified list of vendors they had researched and were sending requests to those who best matched their needs. So far, so good. However, the consultant refuses to share or discuss the list of vendors with the client!
This presents a few problems:
- It shows contempt for the client on the part of the consultant;
- It prevents the client from providing their highly valuable take on the prospective vendors as part of the selection process;
- How does the client know they are really talking to more than one vendor?
Does your buyer agent Realtor present you with a single house? Does a car salesman show you only one vehicle, take it or leave it? Of course not.
There is no business need or ethical basis for not sharing and discussing the list of potential vendors with a client, in my not-so-humble opinion. It is simply bad practice. Any consultant doing so is not serving their client nor themselves well.