When speaking with a potential client, many invariably pose the question, “Do you have experience in (their) industry?” For some clients, the answer doesn’t matter they’re just curious. For others, however, it’s of utmost importance and is a qualifying criteria.
The answer the question is both “yes” and “no” depending on the client’s needs and type of consulting help they desire. For example, if a client wants to basically turn the whole project (e.g., designing and developing a customized training program) over to the vendor providing little or no input, then industry experience is most pertinent and the answer is yes. In such cases, the vendor is required to be both subject matter experts as well as instructional designers.
However, other projects do not require industry experience, e.g., evaluation. Evaluation is a process and discipline of its own. Evaluation principles and methodology are independent of industry knowledge. This doesn’t mean, obviously, that industry experience wouldn’t be helpful. But that is an entirely different matter than is such experience critical, even essential, to conducting an evaluation. Clearly, the answer is no!! An analogy might be an auto mechanic. Just because a qualified auto mechanic has never repaired a transmission on a car of a specific make and model, doesn’t mean s/he can’t fix the car and do a good job. If the mechanic had such experience, so much the better, but it isn’t necessary. What’s critical is the mechanic is a transmission specialist.
The same can be said for other types of training projects, e.g., needs assessments, training audits, developing certification programs, etc., for which it is more critical to be a specialist in such services than being an industry expert. This is particularly true when the client provides in-house subject matter experts to work closely with the vendor.
