Hiring Professionals in Small Business

Every potential problem with a professional can be resolved ahead of time if you go about the hiring process correctly. Only hire professionals on recommendation. These leads can come from other professionals on your team (your lawyer recommending an accountant), from family or friends whose judgment you trust and who are at a similar economic level, or, if you have no other option, from a professional organization. If, for example, you've no other way to find an attorney, contact the local bar association, explain what your needs are, and ask them to recommend some candidates.nnNotice I write candidates, not candidate. You want to be able to pick and choose from at least two or three potential professionals. Interview each candidate at their place of business, and ask them about their experience, expertise, procedures, and fees. If a candidate is "too busy" to hold this interview without charge, scratch his name off your list.nnOnce you've chosen from among your candidates, formalize your relationship with an engagement letter that spells out the rights and responsibilities of both parties. Most important of all, the engagement letter should explain how the relationship will be ended, if necessary.nnUnfortunately, most people don't follow these simple rules when hiring professionals. As a result, they can end up facing some obstacles that are very difficult to overcome.nnRepresentation can be a real problem. For instance, if you are facing an IRS audit, you want the best tax lawyer in town on your side. If she turns you down, and there's a big drop-off in skill between her and the second best tax lawyer, you are in dire straits.nnDon't let feelings of personal rejection enter into the equation. This is a business decision on the part of the professional. Respond in a businesslike manner rather than emotionally and you'll have a better chance of succeeding.nnYou need to know how much the professional generally earns from situations like yours, and how that compares to the industry average. In addition, you should have an idea of how long and how difficult your case might be. Finally, it helps to know all you can about the personal as well as business background of the professional in question. Any personal connection you can uncover can help generate trust.nnWhile normally it's up to the professional to generate trust in the client, in the case of highly sought after individuals the roles are often reversed. You don't want to come to the professional as a supplicant, but you do want to create as much of a bond as possible, and to at least get her to respect your integrity and candor.nnAsk why the professional turned you down. There are really only two reasons you'll be given: either she didn't think your matter had the potential to offer her sufficient money, or she believes there's a conflict of interest.nnIf she doesn't see your account as being profitable enough, you need to offer new facts that change her initial judgment. For instance, perhaps she didn't realize you intended her to handle other matters for you in future, or didn't know that your business has been growing fifty percent a year for the past three years in a row. Maybe she didn't realize that, as president of the Lions Club and membership secretary of your national trade association, you could be a source of other clients for her. Present yourself as more of a profit center than you first appear and you'll turn her no around.nnIf she believes representing you might be a conflict of interest you need to investigate the matter. Ask her about the current client who she believes is a competitor of yours. Don't appeal the decision if she's correct in her analysis. Simply thank her for her integrity and ask her to recommend the second best professional in town. However, if her analysis isn't accurate, feel free to ask for a reconsideration. Point out how you're not a direct competitor of the other client, explaining the key differences between your businesses, and show how representing you wouldn't at all be a conflict of interest. If you make a rational case you'll turn her no into a yes.

About the Author

Jay Todd runs his own small business and the website Saw Palmetto

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