MANAGEMENT CONSULTING

What you should sell when selling management consulting: Trust (that you really can help and that you understand and share the client’s interest) Respect (in your profession) Decoding complexity – providing simplification Specific results Contribution to overall success

It is about protecting your professional integrity, and in this regard, you should compare yourself to a therapist, doctor, lawyer, teacher or any other professional who needs to maintain strict integrity in relation to clients.

PAEI29 In order to be effective and efficient in both the short and the long run, an organisation needs PAEI: Performance, Administration, Entrepreneurship and Integration.

Management consultants are actually “decoders” of complexity.

To be successful the organisation has to make sure that as much as possible of its available resources are utilised and directed towards external opportunities.

I developed a list for myself and the associates I eventually employed, to itemise explicitly what it means to behave as a management consultant: First of all, remember that the client is the client. You are not the client. Once the client has confidence in you, it is both tempting and easy to sell them more than they really need. Never try to hold

you are not there to be liked, you are there to do a job the client themselves cannot do without your assistance.

I always also require my client to estimate the economic worth in terms of either increased revenue (or profit) or decreased costs of any improvement project (or problem-solving team) that is established as part of my involvement. I have made a matrix they have to fill in when defining an improvement project (to solve a certain problem) with stages

“Success has many fathers; failure is an orphan”.