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This article describes experiences during, and outcomes of, an OD intervention conducted by an internal consultant in an outpatient health centre. It focuses on how the “multiple realities” associated with the medical and administrative hierarchies of the health centre affected the course of the intervention, both for the participants and for the consultant. The article describes the setting and context for the intervention, the intervention itself, and various events that occurred in conjunction with the intervention and were integral to its experience. On the basis of this material, the article suggests likely outcomes of OD interventions for both participants and consultants in settings containing multiple realities. It also suggests implications for evaluation and practice in such settings.

Industrial psychologists are increasingly being asked to consult with organisations on the management of change. This article describes a case and the implications for professional practice in this area of managerial psychology.

The nature of management consulting is explored through definitions and the activities of the major consulting associations. Criteria for selecting a management consultant are supplied and an insight is given into fees and billing practices. In exploring the question of internal or external consulting, the role of internal and external audit is drawn on.

In many organizations, professionals who were once in supportive roles or considered subject matter experts are now expected to take a consulting role in order to facilitate change in their area of expertise. Most, whilst skilled and knowledgeable in their field, have no training in the skills required to be a successful consultant and agent of change. They need to understand and manage the process of consulting and develop new skills; one of the key skill‐sets is interpersonal influence. This article aims to focus on the issues.

The authors develop in detail the applications of influence skills to the process of internal consulting.

Good influence skills are essential for success as an internal consultant, since by definition people in that role cannot mandate change. Both expressive and receptive influence behaviors are useful at various phases of the consulting process. Developing the skills and knowing when and how to use the different behaviors described can be invaluable to professionals in an internal consulting role.

This is not a research paper, but the authors are open to suggestions as to research possibilities.

Anyone in an internal consulting role can gain value from thinking of him or herself as an influencer and being thoughtful in how he or she uses influence skills to achieve the results required or expected from a specific consulting engagement or project.

An open discussion about mutual influence skills and strategies can enhance working relationships and make it easier to achieve results in complex organizations and situations.

Very little has been studied or written about the skills required to be an internal consultant, though much has been written about the process of external consulting. The authors' observations and experience have led them to conclude that the roles are quite different and that internal consultants must depend on their interpersonal influence skills to a greater degree in order to achieve successful results.

Many criticisms questioning the role and the efficiency of business consultants have been addressed. However, although a great deal of research has been carried out on business consultancy, little has been written on business consultancy from the consultant's viewpoint. In order to gain a detailed view of the situation from an internal consultant's perspective, an investigation of how business consultants perceive their role and contribution within their clients' organisations was undertaken. Drawing on different perspectives, this study aims to demystify the role of business consultants, and to ascertain how they perceive their role within their clients' organisations.

A series of interviews were conducted, where business consultants were asked to comment on issues related to the nature of the relationship with their clients, the pros and cons of their role and also the amount of control and discretion they exercise over the different projects in which they are engaged. Interview data from 17 business consultants from a variety of fields, such as change management, information technology, corporate finance and human resource, are analysed using an interpretive frame.

The research findings reveal that differences exist between the rather pejorative conclusions of previous research and the conclusions of this study. Whereas previous research highlighted the omnipotence and the more or less deontological practice of consultants, the data analysis from this study concludes that business consultants appear very humble in their approach to their relationship with clients, and believe that moving clients forward is their ultimate goal. The findings also enable the study to demonstrate that business consultants are conscious of the amount of control and discretion that is passed on to them by clients, and do recognise that criticisms of their role can be at times justified.

The study has value for both consultants and clients. The role determinants model presented in the study highlights the main characteristics of the role of business consultants and helps both clients and consultants to rethink their approach to the consulting process.

The primary intent of this study is to examine recent projects involving external management consultants at a North American telecommunications firm, from the employees’ point of view, to measure the extent to which the aforementioned “critical success factors” were perceived as being evident. A secondary purpose was to examine which, if any, of these factors differ between more or less successful consulting projects with a view to building a model to predict employees’ perceptions of the level of the projects’ success. A third objective was to gather employee opinions on the use of management consultancy and other factors that might contribute to the success of consulting projects.

A total of 102 employees responded to a questionnaire consisting of 59 questions. A model including six independent variables was able to predict overall rating of project success, with an adjusted R²=0.68, F=27.81 (p<0.0001). The significant variables, in order of importance, were: the solution took into account one's internal state of readiness; the project included prototyping new solutions; the project deliverables were clear; the consultant partnered with the project team throughout; the consultant was professional; and the consultant understood the sense of urgency.

Substantial differences were seen on most measures between projects judged “successful” and projects judged “not successful”. Nevertheless, it is encouraging that many of the success factors suggested in the literature, and proposed under “an ideal client‐consultant engagement”, were judged as being present in management consulting projects at the telecommunications firm, to one degree or another. General opinions of management consultants were mixed and somewhat negative. Employees at the telecommunications organization do not agree with the traditional benefits of management consultants promoted by the industry.

The results of this study support the anecdotal and theoretical models, in particular those emphasizing the importance of process issues, the client‐consulting relationship and their impact on project outcome.

Explores the extent to which academic offerings are serving the consulting industry and identifies ways that academia can help. The numbers of management consulting courses, field experiences in consulting and consulting concentrations by graduate business schools were tracked over a three‐year period to assess the current state of offerings. A survey of members of the Academy of Management's Management Consulting Division was conducted to gather perceived developmental needs for career stages and types of consulting. Proposes the potential future of courses in management consulting. Provides suggestions for course offerings to meet developmental needs by career stages of consultants that are currently being overlooked. Offers practical advice to academia to serve the consulting industry better and ideas for the consulting industry to consider in the ongoing development of consultants. Encourages managers who engage consultants to demand better educated consultants. Further research is needed to investigate the developmental needs of internal consultants and the apparent resistance of the consulting industry to turn to academia as a resource.

Examines both consultant and client perceptions of the consulting relationship, focusing on internal process consultants and a sample of their clients. Employs a procedure based on repertory grid technique to elicit dimensions of client‐consultant relationships from 22 consultants and 16 of their clients within a major UK company. Develops a questionnaire in order to determine the importance and frequency of these dimensions, and also to investigate any perceived differences between the views of clients and consultants. Dimensions fell within four broad categories: clients’ skills and behaviours; consultants’ skills and behaviours; contract details or the logistics of the project; and dimensions focusing specifically on the client‐consultant relationship. Clients focused particularly on the contract details, placing less emphasis on the importance of either their own skills and behaviours or the relationship they formed with the consultant. Consultants, on the other hand, viewed relationship building as most important. Makes recommendations for establishing and enhancing client‐consultant relationships.

The picture which typically emerges from literature on the work of organisation consultants, (Employee Relations Managers, Management Development Advisers, OD practitioners, etc) is that they operate “by the book”, moving in sequence through the various phases of a consultancy project (contacting, data‐collection, diagnosis etc), employing a repertoire of skills and techniques and carefully developing their expertise with the passage of time. The purpose of this article is to illustrate a rather different picture—one in which organisation consultants are subject to a wide variety of pressures and stresses and in response often develop defence mechanisms to cope with the realities of their situation. It draws on examples from the experience of one internal consultancy group in a public service organisation in the UK.

This research aims to explore whether recent audit reforms have improved auditor objectivity when performing non-audit services.

In two separate experiments, the authors tested whether external and internal auditors' inventory obsolescence judgments are influenced by their client's (or company's) role as the buyer or seller in an acquisition setting.

External auditors assessed the likelihood of inventory obsolescence objectively, regardless of their consulting role in the acquisition setting. Internal auditors assessed the likelihood of inventory obsolescence as higher when consulting for the buyer than when consulting for the seller, consistent with the supposition that the buyer would prefer to write-down inventory and negotiate a lower purchase price, whereas the seller would prefer the inventory not be written down.

From a regulatory perspective, external auditors may be relying too much on the work of internal auditors if internal auditors' lack of objectivity as consultants extends to their assurance role.

This paper extends prior research in the area of internal and external auditor objectivity and is the first paper to include both subject groups in the same experiment. It also addresses the current policy issues that may have a significant effect on audit quality and auditor liability.