The information presented in this article was gathered from interviews with several foodservice consultants.

Foodservice consultants could find themselves experiencing increased challenges when it comes to specifying equipment. In today’s economy, it can be increasingly more difficult for consultants to hold on to their specifications. Though eliminations or revisions within a specification are sometimes unavoidable, there are ways to help reduce these changes and hold on to a spec.

Listen to and Collaborate with the Operator
One of the most important steps in the process of developing a spec is to listen to the operator. Operators are a wealth of knowledge about their facility and will help the consultant understand exactly what is needed for their particular operation. Understanding the operator’s needs is vital to providing an accurate specification and in the end will help the consultant in providing the right recommendations. Listening to the operator will not only assist the consultant in identifying the necessary products, but will also help the consultant establish a trusted relationship with the operator. Establishing this relationship is imperative to gaining an operator’s respect and can influence the consultant’s credibility with the operator. Consultants who work with and listen to an operator in most cases will find that the operator will become one of the strongest advocates for keeping a specification because the operator is more likely to understand the true value of a piece of equipment.

Set the Budget at the Beginning
For a specification to have the best chance of surviving, the budget must first be established. Setting the budget at the onset of the project will ensure that all who are involved – including the owner, general contractor, dealer, factory representative and others – are aware of the financial parameters. Should those parameters change, the consultant should inform all involved to ensure awareness across the project. By setting the budget at the beginning of the project, consultants can reduce the chance for the equipment to be value engineered out or down.

Know the Equipment
It is a fundamental requirement for consultants to be intimately familiar with the foodservice equipment they are specifying. Being knowledgeable about the equipment, and its many features and benefits, will assist a consultant in holding the spec, as he or she will have the ability to adeptly explain, and perhaps rework, the options. Additionally, knowing the intricacies of the equipment puts the consultant in a position where he or she can be the one to value engineer the specifications, if it is required based on cost factors. The knowledge about the equipment is an essential value that consultants can bring to operators, making it important for the consultant to be well-informed on the capabilities of the equipment.

For example, when selecting a fryer, key factors could include the preferences of the owner and consultant, quality, capacity, cost, placement location and important options such as controls or basket lifts. The strength of the specification is in documenting the value of all of these factors. The more they are integrated into the specification, the more likely the item will not be subject to substitution.

Know the Operation
Another way to control a specification is to know the operation that is being specified inside and out. This often requires doing some homework to gain a complete perspective of the facility. Getting to know an operation involves asking informed questions to understand what is needed, allowing the consultant to specify accordingly. This tactic also gives the consultant more influence over the spec by being better able to quickly identify potential substitutions or solve cost problems while keeping the specified equipment. For example, many kitchens today are being designed in smaller and more efficient spaces. Key factors such as the knowledge of the operation, the menu, the ingredients and the processes enable a consultant to make recommendations that successfully deliver on the goal of a smaller and more efficient kitchen.

Be Knowledgeable about Foodservice Trends and Technologies
Even though the latest trends and technologies could not always make it in to the specification, it’s crucial for consultants to be familiar with the most recent advances in the foodservice industry. Understanding the latest developments will not only provide operators with new information to consider, but will also solidify a consultant’s role of being an industry expert, providing the consultant the opportunity to bring the operator up to speed on the most recent innovations.

As the foodservice consultancy industry continues to evolve, it is increasingly important for consultants to be prepared and be knowledgeable so as to not risk losing their specifications. Consultants must have a strong knowledge of the operation and the processes that go in to each facility to provide the utmost value for the operator.

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