MANAGEMENT CONSULTING

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

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

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.

“insult rather than consult”, but you have to do it with warmth and with the client’s best interests in mind.

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.

combine retainer contracts with a kind of contingency fee – or rather a success sharing fee. Notice the words, success sharing.

I used to claim that a value always has a cost22. That is why we call it a value! The emphasis for me was on the element of sacrifice, that it costs something to live in accordance with your values. This is still true: often we only come to know what is truly important to us once we define what we are willing to suffer for. For example, I believe i

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.

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.