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GUEST BLOG: What Healthcare IT Professionals Really Want and Expect from a Consulting Firm

May 31, 2013
by Anthony Caponi, Vice President of Sales, Direct Consulting Associates
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Seven tips for a productive working relationship

From the moment initial contact is made, consultants assimilate information about a firm, form an opinion and make the decision whether or not to pursue working with them. In fact, they are making judgments about every aspect of the company, from the staff to company culture. Ultimately, their goal is to ensure that working with a particular consulting firm will yield the best and most positive experience.

But what exactly constitutes a positive experience? From our healthcare IT industry expertise and many conversations with healthcare IT consultants, we found that outside of a competitive pay policy, there are seven things they really want: 

  1. Responsiveness: There is only one chance to make a first impression and there is no better way to build trust and gain attention than to be the first company to follow up with an in-demand candidate.
  2. Frequent Updates and Communication: Consultants want to be a priority. They want to maintain regular two-way communication and be informed of any news or updates as well as provide feedback and suggestions. They desire open channels of communication in order to stay on top of issues and maintain a trust relationship.
  3. Industry Knowledge: Consultants expect a healthcare IT consulting firm to understand the positions they're trying to fill. They respect firms that have in-depth industry knowledge and present only those opportunities that complement their hard skills, soft skills, experience and qualifications.
  4. The Personal Touch: Even though technology is making remote and mobile communication so much easier and more convenient, consultants still want friendly, professional and personal interaction. Human contact, input and live interaction is what they desire over being treated simply as a business transaction.
  5. A Realistic Job Description: Consultants want a clear picture of the work that will be required of them on the job. In other words, their job description should be accurate and provide sufficient details about duties, responsibilities and expectations. They need to decide if it’s a good fit for their qualifications, lifestyle and career.
  6. Timeframes for Project Starts and Stops:  When an opportunity is presented to a consultant, they expect to hear a clear timeframe of when the project begins and ends. However, IT consultants realize that adhering to a timeline isn’t always easy. Technical glitches to unexpected complications can sometimes throw an IT project off-track. In this event, they expect to hear about timeline changes immediately.
  7. A Reputable Firm:  A firm’s reputation is one of its most important assets. It can mean the difference between success and failure. Consultants want to know who you are as an organization and how you are perceived in the marketplace. They’re checking out a firm’s website, social media presence and what others are saying.  

The most successful placements and positive experiences happen when a consulting firm’s recruiting activities and processes focus on meeting the needs and expectations of healthcare IT consultants. These in-demand professionals want to be assured that consulting firms understand them, support them and “have their backs” right from the start. 

Anthony Caponi is the Vice President of Sales for Direct Consulting Associates; (440) 996-0863; or

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