In the maritime industry, the role of the technical consultant has seen ups and downs. Essential at times, questioned at others. But why does a shipowner decide, at some point, to stop relying on external support?
1. The perceived value isn’t clear
Many consultancy reports end up being lengthy documents filled with generic recommendations that are hard to implement and have no visible operational impact. The shipowner is left with paperwork but no real answers. When the value isn’t visible, the entire service is called into question.
Lesson for consultants: speak the language of operations, be concrete, and demonstrate real impact: risk reduction, procedural simplification, and support in critical situations.
2. In-house competencies grow
A good consultant trains, supports, and strengthens the shipowner’s team. Sometimes, this leads to a natural phase-out: the ship or company becomes more self-sufficient.
Lesson: maintain a valuable relationship even in the “mature” phase, by offering targeted services, regulatory updates, or on-demand support (not just standard packages).
3. Negative past experiences
Unfortunately, in a market that is not always regulated, some consultants deliver subpar service: copy-paste reports, generic standards, little real-world experience. This undermines trust in the entire category.
Lesson: quality pays. Every job is a future reference. Being transparent, reliable, and consistent makes all the difference.
4. Management or strategic changes
New management teams often shift priorities. Sometimes consultancy is cut to reduce costs; other times the company adopts a more internal, hands-on approach.
Lesson: build relationships, not just contracts. A trusted consultant can remain a reference point even during strategic shifts.
5. Compliance seen as bureaucracy
When consultancy is limited to checking paperwork without offering tangible improvements in safety or operations, it’s seen as a bureaucratic necessity, not a value-add.
Lesson: integrate compliance into the vessel’s culture. Show how proper document management supports safety and offers legal protection for the shipowner.
How to Regain Shipowners’ Trust
- Communicate clearly: deliver concrete results, use operational language, avoid unnecessary jargon.
- Be present: not just for inspections or deadlines, but as support in key moments.
- Adapt your service: no two shipowners are alike. Customizing the approach is essential.
- Bring solutions, not just problems.
A good consultant isn’t just useful “when things go wrong” – they help prevent problems before they arise.
