This month, Aoife returns with valuable insights into what clients are seeking in consultants. She delves into the current challenges clients are facing and highlights what they need now more than ever when hiring consultants and contractors.
What challenges are our clients are facing currently?
The two biggest challenges are people and costs. The IDA have been fantastic at attracting FDI and the life sciences industry in Ireland is huge. There are thousands employed and the growth the industry has experienced is exceptionally positive for Ireland.
However, it’s a very niche community of specialised consultants. As a result, attracting the strongest consultants and contractors can be challenging for our clients due to the limited pool available. There’s huge investment across the country and huge competition. They’re all fighting from the same small pool of extremely specialised consultants so that’s a huge challenge.
The other challenge is cost. We are all feeling the effect of inflation, it’s burning a hole in everyone’s pocket. When you’re talking billions worth of investment, a slight percentage increase can have a significant impact on costs. Additionally, the pressure to get projects delivered quicker while also remaining in budget is a huge challenge.
Clients’ first and foremost priority, of course, is their patients. They aim to deliver life-saving medicines faster, more efficiently, and with greater speed, all while managing the challenges of costs and the shortage of specialised consultants.
What are clients looking for now more than ever?
Clients are increasingly focused on getting their medicines to market quickly to save or improve patients’ lives. The key to achieving this lies in the consultants working on these projects. Clients need consultants to add value from the very beginning—during the design phase, the build phase, and in finding ways to optimise processes and accelerate timelines.
Additionally, Ireland is no longer a low-cost economy. Building here is expensive, so the faster these teams can deliver facilities, the more cost-efficient it is for our clients. These projects are not just simple constructions; they involve building highly complex facilities. The processes, automation systems, and digitalisation efforts are all becoming more intricate.
Therefore, the value consultants bring is immense. Their knowledge, experience, and ability to drive progress ensure that everything works together seamlessly and is delivered as quickly as possible.
What’s your one piece of advice you would give to contractors or consultants?
My one piece of advice is focus on knowledge and relationships. At LSC, we place a strong emphasis on these aspects, considering them as our greatest assets in supporting the industry with their project resourcing requirements. The same applies to consultants: their technical expertise, soft skills, project knowledge, and relationships are crucial. Sometimes we can be so focused on delivery that maybe we forget the wider picture of the relationships.
For contractors, strong relationships are pivotal in securing future contracts, a fact we witness daily at LSC. For instance, project teams often transition from one project to another, particularly in areas like C&Q, for example because C&Q are usually one of the largest teams to move from one client to another.
When clients approach us during the planning and design phases and discuss C&Q, it’s consistently the same 4, 5, or 6 names that arise as leads. Clients inquire whether we are in contact with them, familiar with them, and if they will be available to join the project.
Therefore, it’s essential to build and maintain both your knowledge base and your network.
What soft skills are clients looking for in consultants and contractors?
In today’s life sciences industry, it’s not just about having technical expertise. Soft skills have become just as important. With the rapid technological changes and the evolving regulatory environment, clients are looking for consultants who can lead, communicate well, and adapt quickly.
Technology changes, remote work, and outsourcing parts of the project lifecycle have really put the spotlight on the need for strong communication and emotional intelligence. Contractors who excel in these areas are now seen as invaluable. Their ability to empathise, adapt, and clearly convey complex ideas, especially in a remote or outsourced project team, is what keeps projects on track. Clients aren’t just looking for people with the best qualifications or the most experience anymore. What they really want are professionals with the right attitude and communication skills to get the job done effectively.
Leadership skills are another big one. Clients want someone who can inspire and guide teams through challenges. Especially in high-stakes projects with tight deadlines, strong leadership can make all the difference between success and failure.
And then there’s flexibility and adaptability. With the rise of AI, digital transformation, and technological advancements, the life sciences landscape is rapidly evolving. Consultants who can quickly adapt to this change will be in high demand. Moreover, the industry’s focus on retrofitting and upgrading existing facilities means that contractors need to be agile, embracing change as an opportunity for innovation and growth.
So, if you want to succeed as a consultant in this field, it’s all about balancing your technical know-how with these crucial soft skills. That’s what really makes a consultant stand out.