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The aim of the article is to explore the dynamics of the management consulting process for small firms as an outcome of interactive processes.

The explorative study is based on a summary sketch of an interactive research project (LOS) in which small firms and their interactions with management consultants were studied in a three‐year perspective. The theoretical framework employed is based on the industrial network theory.

The study suggests that clients are co‐producers of the consulting process. Therefore, management consulting in a interactive perspective has important elements of trailing, i.e. changing the frames of reference of the consulting process and creating room for consulting in which the consultant, as well as the client, allow themselves to experiment with their professional foundations. However, it is also suggested that innovative learning processes are difficult to foster in management consulting processes.

The empirical foundation of this explorative study is limited and thus invites to further interactive studies along the paradigm of action research.

Based on the findings, it seems important that both clients and consultants accept the consulting process as a co‐productive process, and that they find a way to work out the expectation gap at the beginning of the process.

The study adopts an industrial network perspective on the consulting process. In this perspective social exchange and adaptation processes among actors, i.e. consultant and client are in focus.

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 purpose of this paper is to revisit Schein’s proposed process-consultation approach as a general framework for management consulting in the light of some premises of the agency theory, namely the behavior induced by the asymmetry of information between the principal (leader-client) and the agent (consultant).

Empirical research consisted of an in-depth, qualitative and phenomenological analysis of 13 cases of organizational intervention based on the practice of four senior consultants in a Canadian management consulting firm whose philosophy is based on organizational development principles and practices. All the cases chosen are characterized by a situation of strategic change as a result of governmental reforms in the healthcare sector between 2005 and 2008.

Overall, the study shows that the relationship between leaders-clients and consultants varies from one stage to another throughout the consultation process and that the information asymmetry does not always benefit the agent as stated in the agency theory. The consultants are required to play diverse roles, either in combination or alternation, during the consultation process; the facilitator’s role, stated as the more efficient role in Schein’s perspective and the more altruistic from the point of view of the agency theory, is not necessarily the role preferred by managers. Moreover, results highlight the idiosyncrasies of healthcare organizations, namely the phenomenon of escalating indecision that comes into play during the implementation phase of change, worth taking into account in the practice and theories of management consulting.

This analysis raises a number of questions about the general understanding and applicability of the process consultation as defined by Schein. Perhaps the four consultants have not perfectly mastered the interpersonal skills that Schein’s model presupposes. One may also conclude that the model does not always respond to the expectations and needs of leaders and managers and that, for many consultants, it is difficult to adopt only one role model throughout the consulting process. One may also question its realism in a context of interventions in public organizations, with a plurality of interest groups and ambiguity of goals, where governmental reforms are pressuring managers to control costs.

According to Eisenhardt (1989) and Hendry (2002), the agency theory offers promising avenues if combined with other theoretical anchors such as the field of organizational behavior. This study scrutinizes the leader-consultant relationship, and more specifically the type of assistance requested by healthcare leaders as they experienced strategic change and how consultants responded to these requests.

States that highly structured methods and tools for bringing about organizational change are frequent features in both the management literature and the practice of management consultants. Reports that, in order to understand the nature and popularity of these methods and tools, a study of the availability and use of methods in business process re‐engineering (BPR) projects was carried out in five large consulting companies. Identifies six functions of methods on the basis of this study. Finds that methods play important roles both in the consulting organization and in the consultant’s interaction with the client in the specific change project. Also reveals that common to the identified functions is an ability to store and transfer knowledge, which contributes to the change process interface for clients and consultants. Shows also that consulting companies with very different professional backgrounds have very similar approaches to BPR projects. Identifies and comments on the similarities between these companies’ methods in respect of managing change.

The aim of this paper is to shed light on the procurement process of consulting services within the public sector and to benchmark the obtained results with practices in the private sector.

A two‐stage research design has been used. First, in‐depth personal interviews were conducted with six users of consulting services. The second stage involved a cross‐sectional survey of purchasers of a broad range of business advisory services. This included private as well as public purchasers.

It was found that the procurement process of consulting services in the public sector differs significantly from that of private companies. Further analyses indicate that purchasers from public and private organizations are equally satisfied with the results of consulting services.

The results of the study indicate that public sector organizations may need to develop new buying skills in market management, specification, competitive process, negotiation regulation and monitoring.

The paper suggests that a more high‐level management involvement is needed, recognizing the importance of the procurement function within the public sector and supporting highly trained staff in implementing strategic procurement initiatives.

The study provides unique insights on how consulting services are purchased in the public sector as well as in the private sector. Furthermore, the paper illustrates which purchase practices explain the satisfaction level of purchasers of consulting services.

This chapter focuses on the circumstances under which active clients in universities construct external management consultants as actors. Much research focuses on how consultants legitimize decisions and trends in business organizations, but we know little about how consultants become legitimized as actors in other organizational fields. In the academic field, clients are embedded in a variety of organizational settings embedded in different institutional logics, which determine their sense making. By analyzing how consultants are legitimized, the authors contribute to a better understanding of the organizational preconditions that support the construction of an external expert as an actor. By focusing on IT and strategy consulting in academia, further, the authors discuss the role of competing institutional logics in legitimization processes and the importance of intra-organizational communities.

Although the market for communication consultancies has been booming worldwide for many years now, there are still only a handful of theoretical concepts and empirical findings pertaining to communication consulting. This is the fundamental starting point for this paper, which sets out to answer the following research questions: What is the function of communication consulting? What are the differences between consultants' expectations of consulting and those of clients? How do consultants and clients deal with the contradiction between proximity and distance? What are the potential threats to the autonomy of consulting?

The paper combines a theoretical framework of communication consulting with a survey of German communication consultants and clients.

First, a theoretical framework is developed in which communication consulting is defined as follows: First, it opens up decision-related contingency and thus produces additional options for managing communicative relationships with internal and external target groups, before helping to close decision-related contingency. The results of the survey show that the expectations of clients and consultants for communication consulting are largely similar. In the closing dimension especially, most clients share the active role of self-conception of most consultants. On the other hand, in some opening activities, clients wish for more critical, independent and courageous consulting.

The scope of the empirical material is limited to communication consultants and clients in Germany and may therefore not be valid in other cultural contexts.

The paper closes a gap in both theory building and empirical research in communication consulting. The theory presented conceives of communication consulting as a hybrid of management consulting and process consulting and, in addition to the opening dimension, also takes the closing dimension of consulting into consideration for the first time. The study reveals a certain schizophrenia in clients: on the one hand, clients demand more critical consultants and thus call for more distance; on the other hand, clients prefer to be close to their consultants, particularly if they wish to work with them for the long-term.

Action researchers contend that a complex social process can be studied best by introducing changes into that process and observing the effects of these changes. The approach used by organizational consultants must also introduce change, but in this case, the theoretical development and the rigorous empirical foundation are prerequisite elements of the activity. Participative case studies are a common scientific report proceeding from consulting projects. This paper discusses the contrasts between the action research method, consulting, and participative case studies. Ethical problems arise when action research is knowingly or unknowingly conflated with consultation practices, since this combination makes the usual set of action research dilemmas even more problematic. An improved understanding of the action research‐consulting contrasts aids in distinguishing the contributions of participative case studies to the information systems literature.

This research paper aims to investigate the effects of internal audit’s (IA) use of data analytics and the performance of consulting activities on perceived IA quality.

The authors conduct a 2 × 2 between-subjects experiment among upper and middle managers where the use of data analytics and the performance of consulting activities by internal auditors are manipulated.

Results highlight the importance of internal auditor use of data analytics and performance of consulting activities to improve perceived IA quality. First, managers perceive internal auditors as more competent when the auditors use data analytics. Second, managers perceive internal auditors’ recommendations as more relevant when the auditors perform consulting activities. Finally, managers perceive an improvement in the quality of relationships with internal auditors when auditors perform consulting activities, which is strengthened when internal auditors combine the use of data analytics and the performance of consulting activities.

From a theoretical perspective, this research builds on the IA quality framework by considering digitalization as a contextual factor. This research focused on the perceptions of one major stakeholder of the IA function: senior management. Future research should investigate the perceptions of other stakeholders and other contextual factors.

This research suggests that internal auditors should prioritize the development of the consulting role in their function and develop their digital expertise, especially expertise in data analytics, to improve perceived IA quality.

This research tests the impacts of the use of data analytics and the performance of consulting activities on perceived IA quality holistically, by testing Trotman and Duncan’s (2018) framework using an experiment.

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.