So what goes wrong? (Part 2)

Continuing his look at what goes wrong with professional services assignments, Peter Smith answers another common problem:

Dear Peter

We thought the consultants would be in for a few weeks but it is now almost 9 months. This assignment seems to never end! It's the same with lawyers; we have what we think is a minor issue, but it always seems to go on for months. I just don't seem to be able to end these relationships!

Peter says

Sometimes you have to show tough love. However good your provider, there is always a strong temptation for firms to extend and draw out assignments. And clients get used to having the consultants around; the are a useful resource, and they are bright people who don't go sick or cause problems in the office...So relationships continue sometimes long after it is really sensible for either party. You must define what you want, and be prepared to say 'thanks and good bye' when that is achieved. Take stock now of the assignment, set clear deliverables for what is still outstanding, agree a plan, cost and timing for getting those delivered, and then shake hands and part amicably!