This is the second installment in our four-part series exploring the use of technology consultants.

Consulting Healthcare IT

Bridging the Talent Gap: Strategic Use of Consulting Healthcare IT Companies

Engaging technology consultants provides businesses with specialized expertise, strategic insights, and scalable solutions that drive innovation and operational efficiency.
— Forbes Technology Council, 2024

I get it. I have spent most of my career exactly where you are. You’re juggling tight budgets, high expectations from business partners, and pressing organizational needs. While consultants can be an asset in bridging the talent and expertise gap, tech leaders often have significant concerns about engaging with them. These apprehensions stem from both practical challenges and the dynamics of collaboration within an organization. But, when done correctly, engaging with consulting healthcare IT professionals with specialized expertise, strategic insights, and scalable solutions will drive innovation and operational efficiency.

The Bait and Switch, the Learning Curve, and Onboarding

One common grievance is the time and resources required to onboard consultants. Many tech leaders find themselves having to train consulting healthcare IT teams not just on the internal processes, but on the tools and systems their organization use. Or worse, you get a resume for consultant A just to find out last minute consultant A is not available, but consultant B without the practical experience you need has capacity and will be joining your team. This can feel counterproductive, as the expectation is often for consultants to hit the ground running. 

The Land and Expand Strategy

Another source of unease is the fear of consultants employing a “land and expand” approach. This refers to the perception that consulting firms intentionally embed themselves in minor projects, only to upsell additional services or prolong their tenure unnecessarily. For organizations already grappling with tight budgets, this can lead to mistrust and reluctance to engage consultants in the future. 

Undermining Internal Leadership

Perhaps the most sensitive concern is the fear that consulting healthcare IT might undermine internal teams or leadership. This can manifest in various ways, such as bypassing tech leaders to present directly to the executive board or offering recommendations that inadvertently highlight perceived gaps in the current leadership strategy. For tech leaders, whose credibility and authority are closely tied to their ability to drive results, this can feel like a direct challenge to their role.

Give Me Your Watch and I will Tell You What Time It Is

… and I’ll send you an invoice for the privilege; something many tech leaders find frustrating.

Another common frustration among tech leaders is the perception that consultants merely reiterate what internal teams already know. This "echo chamber effect" often arises when consultants rely heavily on initial stakeholder interviews or existing reports to deliver their insights. While these findings might be packaged in polished presentations and supported by industry benchmarks, they can leave leaders feeling as though they have paid a premium for conclusions they could have drawn themselves. This can create an impression that the consultants have added little value beyond repackaging existing knowledge. For tech leaders striving to demonstrate their strategic vision and expertise, this can feel redundant at best and demoralizing at worst.

Partnering with the Right Firm: Building Trust and Achieving Synergy

The challenges and apprehensions discussed are real and engaging external consultants can feel like you are admitting you cannot do the job for which you have been hired. However, please do not make the mistake of letting these concerns overshadow the transformative potential the right consulting firm can bring to your organization. Striking the right balance between internal leadership and external expertise is not just a matter of logistics; it is a matter of trust and alignment.

Choosing a consulting healthcare IT partner requires more than just evaluating their technical credentials. It involves assessing their cultural fit, their ability to seamlessly integrate with your team, and their commitment to your organization’s long-term goals. The right firm will view themselves not merely as external contractors but as collaborators who are invested in your success. Trust is built when consultants demonstrate transparency in their processes, flexibility in addressing your unique needs, and respect for your vision.

When evaluating consulting healthcare IT firms, it is critical for tech leaders to ask the right questions to assess the firm’s capabilities, cultural fit, and alignment with organizational goals. Here are five essential questions to guide your decision-making process:

1. What is Your Approach to Understanding Our Business Needs?
   Tech consulting firms must demonstrate a commitment to understanding the unique challenges and goals of your organization. Ask them how they plan to gain insight into your business processes, priorities, and the specific pain points you aim to address. An effective partner will tailor their solutions and recommendations to your business context rather than offering a one-size-fits-all approach.
2. How Do You Ensure Transparency During Engagements?
   Transparency fosters trust, and it is crucial to know how the firm manages updates, progress reports, and potential challenges during projects. Will they provide regular check-ins and detailed documentation? Ask them to explain their communication protocols and how they ensure stakeholders remain informed and aligned throughout the consulting process.
3. Can You Share Examples of Similar Projects You Have Worked On?
   A consulting firm’s history is a powerful indicator of their ability to deliver results. Request examples of past projects that resemble your current needs. Probe into the outcomes achieved, the obstacles faced, and their approaches to overcoming those challenges. Be sure to call references as well. This will help you gauge their experience and expertise.
4. What Measures Do You Take to Collaborate Effectively with Internal Teams?
   One key to successful consulting engagements is collaboration. Inquire about their strategies for collaborating with your internal teams without undermining leadership or causing disruption. Do they offer specialized training for their consultants to integrate smoothly, or do they prioritize building rapport with internal stakeholders? Understanding their approach to team dynamics is critical.
5. What Is Your Philosophy on Cost and Value?
   Budget considerations are always top of mind for tech leaders. Ask the firm to clarify their pricing structure and whether they offer flexible options. Equally important is their philosophy on delivering value—how do they intend to provide measurable impact and ROI? Look for firms that prioritize long-term value creation over short-term gains.
6. Will You Be Actively Involved in Executing the Work You Architect?
   Understanding whether the consulting firm will only provide strategic guidance or also take part in the practical implementation is essential. Ask if their role extends beyond planning to include hands-on execution, and if so, how they ensure accountability and quality throughout the process. I have always had a healthy amount of concern with consultants who seem to be “above the fray” of implementation.
7. Do You Offer Flexible Engagement Terms Without Long-Term Commitments?
   The ability to adapt to your needs without imposing long-term contract obligations can be a sign of a consultant's confidence in their work and their client-centric approach. Inquire about their engagement terms and whether they offer the flexibility to scale services up or down based on your evolving needs. A quality firm does not depend on contractually binding you to them. Instead, a good consulting group will proudly earn their air every day, week, and month until they are no longer needed.

By asking these questions, you can confidently assess a consulting firm’s ability to align with your vision, collaborate effectively, and deliver meaningful results for your organization. 

Conclusion

By choosing the right consulting healthcare IT partner, organizations can bridge talent gaps and drive meaningful change. Remember, the goal is to find a partner who not only understands your challenges but also shares your vision for innovation and impactful change. Whether your focus is on collaboration, flexibility, or long-term value, the right consulting firm will empower you to achieve your objectives confidently and effectively.

About the Author

Patrick Kelly is the President and CEO of 4th Season Consulting. With over 20 years of experience in value-based medicine, population health, and care management, Patrick has led numerous successful initiatives in the healthcare industry. His expertise spans various roles, including CIO/CTO at Phytel, Loopback Analytics, and MPOWER Health, as well as Vice President of Information Systems at Catalyst Health Group.