Applying Remote Technical Consulting to Your Business : Page 3

Balanced Scorecard

A balanced scorecard provides a measurement from four different angles on the success of a model or business. It is a tool to take the vision and strategize it into reality. Applying a balanced scorecard on this setup provokes thought and puts essentials into perspective. The four dimensions in the scorecard are:

1. Financial Growth
2. Internal Process Improvement
3. Learning and Growth
4. Customer Focus

Use this scorecard and define your objectives, measures, targets and initiatives on each dimension for growth. There are a plethora of templates available on the balanced scorecard. Table 2 shows one such example.

Travel Model

The model of having a local project manager makes it easier to visit customers, while the remote technical consultant can focus on technical delivery and implementation. Communication with customers in this mode happens over the phone, web, and via email. However when the situation requires the remote consultant to travel, it is good to define a model. Also, it's key to the success of this model to maintain a tightly integrated team, and useful to organize a summit where people can meet each other and build relationships. Having a travel model sets a foundation for travel philosophy and keeps the budget under control. The remote consultant should travel no more than once or twice a year, unless required for a customer visit.

Vacation and Work from Home Models

Similarly, you should have consistent models for vacation planning and for employees who work from home (WFH). Ideally, you should notify stakeholders well in advance when vacations are planned. However, in some cultures, vacations are not planned in advance—and that can cause disruptions in the system. In such cases, the organizational culture has to override the local culture and define a vacation model that all consultants must follow.

For WFH, you must ensure that the WFH work strategy is part of the organization’s philosophy, and that consultants leverage the freedom of WFH rather than abusing it. In addition, you must ensure that adequate facilities are available for WFH workers.

Culture Differences

Culture is a set of accepted behavior patterns, values, assumptions, and shared common experiences. It dictates the behavior and attitude of a person. When people from different cultures begin to interact, it can take considerable time and effort for them to understand each other. In time-limited situations, it helps to be culturally aware. Cultural awareness is a subject in itself, but some valuable general information is available. For example, Figure 1 gives a glimpse into Hofstede’s dimensions for various countries. This can help you relate to the behavior patterns of a person from a different and unfamiliar culture. You can refer to this graph to get a rough idea of the culture you’re working with.

Figure 1. Hofstede's Dimensions: This chart shows a comparison of various countries' scores on five dimensions.

Recruiting the Right Talent

Hiring a consultant is different than hiring an offshore developer. The skill set required is not just technical; soft skills play an equal role. At minimum, look for following attributes when hiring a remote consultant:

1. Good communication skills: accent, grammar, clarity of thought
2. Culture fit: attitude, commitment
3. Role fit: good technically, firm grasp of basic technology concepts, trainable
4. Personality: agreeable, conscientious, open to challenges, emotional stability, extroversion
5. Consulting skills: asking questions, discussion-oriented

This article captures the practical details of a working model for remote consulting delivery. By building and following such models, you can avoid serious problems with your remote consulting business.