A good consulting relationship takes time to build. So you will want your consultant to at the very least have visited the client. If a consultant works for a long time with a client, they should know more about what makes the organization tick. However, sometimes the consultant's dealings with the client may be speculative. They may have called the client and suggested they have good candidates, then advertised. If you get a sense that this is the case, then you will need to ask more questions of their client before you make up your mind about a job.