1. Ensuring sustainable value from consultants
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Ensuring sustainable value from consultants
Fiona Czerniawska

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

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

4. But top-down isn’t enough

5. 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

6. Understanding the paradox

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

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