Ensuring sustainable value from consultants Date Ensuring sustainable value from consultants Fiona Czerniawska

The Four “P”s of consulting Date The Four “P”s of consulting 4% Politics 17% Process 48% People 31% Perspective

The client-consultant relationship Top-down Date The client-consultant relationship Top-down Credibility – consultants, clients, firm Clear sense of purpose Communication Commitment

But top-down isn’t enough

The consulting paradox 90%+ satisfied or partly satisfied clients “Too often these consultants know too little about the delivery … to be trusted … More broadly, hiring them is too often a way of shelving a problem rather than solving it.” The Times, May 2006

Understanding the paradox

The client-consultant relationship Bottom-up Date The client-consultant relationship Bottom-up Integrated teams Flexibility and innovative thinking Personal gain

The client-consultant relationship Professionalism Date The client-consultant relationship Professionalism Disciplined relationships Code of practice Measurable value