Forum for Science, Industry and Business

Sponsored by:     3M 
Search our Site:


Novice clients give consultants hard time

A paper newly published in the European Management Journal (vol.24, no.6, 2006, pp.411-21) considers how well novice clients use management consultants. When Bambi meets Godzilla, the clever money is not on Bambi. The assumption is that managers require vast experience if they are to stand up to management consultants and make the most of them.

In fact, the opposite may be the case: for the experienced client, much of the value of a management consultant is a function of fashion; more important than what the consultant advises is who the consultant is, and who else uses the consultant and the consultant’s methods. Then there is the reassurance of buying IBM, of being able to justify expensive fees, and to rely on the understanding that underlies the transaction between manager and management consultant.

The novice client knows nothing of these nuances. Big names and fashionable methods are of no interest. The novice expects the management consultant to earn his keep with straightforward advice about how to improve matters. He assumes the consultant knows about his own business rather than just the consultancy business, that he will bring something extra to the organisation, and generally work his socks off. Why else would anyone want a management consultant? Not all management consultants are well equipped for this hostile environment.

Empirical evidence comes from interviews over a number of years with managers in organisations new to management consultants: trade unions, a variety of Polish organisations and the Church of England. Their success in squeezing value from their management consultants offers lessons for more practiced and perhaps more complacent managers.

Stuart Macdonald | alfa
Further information:

More articles from Business and Finance:

nachricht Blockchain Set to Transform the Financial Services Market
28.09.2016 | HHL Leipzig Graduate School of Management

nachricht Paper or plastic?
08.07.2016 | University of Toronto

All articles from Business and Finance >>>

The most recent press releases about innovation >>>

Die letzten 5 Focus-News des innovations-reports im Überblick:

Im Focus: Etching Microstructures with Lasers

Ultrafast lasers have introduced new possibilities in engraving ultrafine structures, and scientists are now also investigating how to use them to etch microstructures into thin glass. There are possible applications in analytics (lab on a chip) and especially in electronics and the consumer sector, where great interest has been shown.

This new method was born of a surprising phenomenon: irradiating glass in a particular way with an ultrafast laser has the effect of making the glass up to a...

Im Focus: Light-driven atomic rotations excite magnetic waves

Terahertz excitation of selected crystal vibrations leads to an effective magnetic field that drives coherent spin motion

Controlling functional properties by light is one of the grand goals in modern condensed matter physics and materials science. A new study now demonstrates how...

Im Focus: New 3-D wiring technique brings scalable quantum computers closer to reality

Researchers from the Institute for Quantum Computing (IQC) at the University of Waterloo led the development of a new extensible wiring technique capable of controlling superconducting quantum bits, representing a significant step towards to the realization of a scalable quantum computer.

"The quantum socket is a wiring method that uses three-dimensional wires based on spring-loaded pins to address individual qubits," said Jeremy Béjanin, a PhD...

Im Focus: Scientists develop a semiconductor nanocomposite material that moves in response to light

In a paper in Scientific Reports, a research team at Worcester Polytechnic Institute describes a novel light-activated phenomenon that could become the basis for applications as diverse as microscopic robotic grippers and more efficient solar cells.

A research team at Worcester Polytechnic Institute (WPI) has developed a revolutionary, light-activated semiconductor nanocomposite material that can be used...

Im Focus: Diamonds aren't forever: Sandia, Harvard team create first quantum computer bridge

By forcefully embedding two silicon atoms in a diamond matrix, Sandia researchers have demonstrated for the first time on a single chip all the components needed to create a quantum bridge to link quantum computers together.

"People have already built small quantum computers," says Sandia researcher Ryan Camacho. "Maybe the first useful one won't be a single giant quantum computer...

All Focus news of the innovation-report >>>



Event News

#IC2S2: When Social Science meets Computer Science - GESIS will host the IC2S2 conference 2017

14.10.2016 | Event News

Agricultural Trade Developments and Potentials in Central Asia and the South Caucasus

14.10.2016 | Event News

World Health Summit – Day Three: A Call to Action

12.10.2016 | Event News

Latest News

How nanoscience will improve our health and lives in the coming years

27.10.2016 | Materials Sciences

OU-led team discovers rare, newborn tri-star system using ALMA

27.10.2016 | Physics and Astronomy

'Neighbor maps' reveal the genome's 3-D shape

27.10.2016 | Life Sciences

More VideoLinks >>>