Unfortunately, "Once Is Not Enough" (October 1986) does not get to the heart of the reasons why Bruce Nevins ran into so many problems, and why perhaps other entrepreneurs have similarly been dissatisfied with the work of consultants.

A consultant must understand the clients' business before attempting to recommend programs. Obviously, Nevins underestimated the production and financial consequences of much of his work, and then overestimated his own ability to jump into areas outside his expertise. My advice to entrepreneurs is to find out how much the consultant knows about their particular industries and products.