A Guide to the Profession CONSULTING …

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MANAGEMENT

CONSULTING

A Guide to the Profession

Fourth editon

MANAGEMENT

CONSULTING

This widely recognized reference work on the state of the art of management consulting

offers an extensive introduction to consulting: its nature, professional standards,

intervention methods, behavioural rules, current developments and future perspectives.

It has been used both by students of consulting and seasoned practitioners worldwide,

either in it¡¯s English original or in one of the 13 editions in other languages.

Today, the information and knowledge-based economy is creating new opportunities and

challenges for consultants, who can find enough work and be well paid for their services,

provided they are able to cope with complex and rapidly changing conditions, and meet

the demands of increasingly sophisticated clients. In this climate, consultants must

continuously ¡°reinvent themselves¡±. More than ever, learning is a lifelong job for

consultants. This fourth edition actively reflects and confronts these developments and

challenges.

KUBR

Fourth

edition

MANAGEMENT

CONSULTING

A GUIDE TO THE PROFESSION

New topics (all treated from a consultant perspective) include: e-business; knowledge

management; total quality management; corporate governance; company transformation

and renewal; social responsibility of business; intellectual property; public

administration; and a guide to essential information sources. The entire text has also

been substantially enhanced and updated. The book is an indispensable tool for

individuals and organizations wishing to start consulting, become more competent at

serving clients or manage consulting firms and assignments more effectively.

Fourth edition

¡°¡­the most comprehensive capture of the body of knowledge of management

consulting ¡­the most thorough guide for those who want to develop the competence

leading to certification in this profession.¡± (E. Michael Shays, CMC FIMC-Executive

Director, International Council of Management Consulting Institutes).

¡°¡­a great starting-point to understanding the state of the industry and how it¡¯s

evolving.¡± (Wayne Cooper, Publisher, Management Consulting International and

Consultants News).

Edited by MILAN KUBR

ISBN 92-2-109519-3

120 Swiss francs

9 789221 095194

INTERNATIONAL

LABOUR OFFICE

GENEVA

INTERNATIONAL LABOUR OFFICE

GENEVA

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In praise of the fourth edition

¡° the first edition of Management consulting appeared, hardly any books had been published

on the subject. Almost immediately, Management consulting became the standard text in the

field¡­ In today¡¯s plethora of books on the subject, the fourth edition still stands out, just like

the first. As a guide for the novice consultant and reference for the experienced, this book?s

grasp of the subject matter, breadth of coverage, simplicity of treatment, and accessibility is

unsurpassed. Its perspective on the world of consulting is fresh and down-to-earth.¡±

Gerald A. Simon, CMC, FIMC, Chairman of the Editorial Board,

C2M Consulting to Management

¡°The consulting industry is going through profound changes. Practitioners and clients both

need to be aware of these changes in order to ensure that client value continues to be

delivered. Milan Kubr's book Management consulting: A guide to the profession is a great

starting point to understanding the state of the industry and how it's evolving.¡±

Wayne Cooper, Publisher of Management Consulting International and

Consultants News, and CEO of Kennedy Information

¡°Management consulting: A guide to the profession" is the most comprehensive capture of

the body of knowledge of management consulting. The text is the most thorough guide for

those who want to develop the competence leading to certification in this profession.¡±

E. Michael Shays, CMC, FIMC, Executive Director,

International Council of Management Consulting Institutes, and Chairman,

Institute of Management Consultants, United States

¡°How fortunate for both the novice and the battle-scarred veteran to now have a new fourth

edition of this classic text, which has been an indispensable tool for me over many years.

Balancing the professional and the business aspects of management consulting, Milan Kubr

and his team of authors have integrated the spectrum of current theories and practices into a

pragmatic guide which will become the handbook of our time.¡±

Patrick J. McKenna, management consultant and co-author of First among equals:

How to manage a group of professionals

¡°The Asian Productivity Organization has greatly benefited from the previous editions of

Management consulting in developing consultants in Asia. The current edition will

contribute to further building up the core competence in consulting services with a pragmatic

approach to creating the knowledge economy and enhancing business competitiveness.¡±

Yuji Yamada, Special Adviser to the Secretary-General, Asian Productivity Organization

Manage Consult PRELIMS

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MANAGEMENT

CONSULTING

A GUIDE TO THE PROFESSION

Fourth edition

Edited by MILAN KUBR

INTERNATIONAL LABOUR OFFICE

GENEVA

Copyright ? International Labour Organization 2002

First published 1976

Fourth edition 2002

Publications of the International Labour Office enjoy copyright under Protocol 2 of the

Universal Copyright Convention. Nevertheless, short excerpts from them may be

reproduced without authorization, on condition that the source is indicated. For rights of

reproduction or translation, application should be made to the Publications Bureau (Rights

and Permissions), International Labour Office, CH-1211 Geneva 22, Switzerland. The

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accordance with the licences issued to them for this purpose.

Kubr, M. (ed.)

Management consulting: A guide to the profession (fourth edition)

Geneva, International Labour Office, 2002

Guide, management consultancy, management consultant. 12.04.1

ISBN 92-2-109519-3

ILO Cataloguing-in-Publication Data

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CONTENTS

Authors and acknowledgements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xiii

Foreword . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xv

Abbreviations and acronyms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xxi

Part I

MANAGEMENT CONSULTING IN PERSPECTIVE

Chapter 1

1.1

1.2

1.3

1.4

1.5

Nature and purpose of management consulting . . . . . . . . . . . . . . . 3

What is consulting? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Why are consultants used? Five generic purposes . . . . . . . . . . . . . . 10

How are consultants used? Ten principal ways . . . . . . . . . . . . . . . . . 16

The consulting process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21

Evolving concepts and scope of management consulting . . . . . . . . . 26

Chapter 2

2.1

2.2

2.3

2.4

2.5

2.6

2.7

2.8

The consulting industry . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

A historical perspective . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

The current consulting scene . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Range of services provided . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Generalist and specialist services . . . . . . . . . . . . . . . . . . . . . . . . . . .

Main types of consulting organization . . . . . . . . . . . . . . . . . . . . . . .

Internal consultants . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Management consulting and other professions . . . . . . . . . . . . . . . . .

Management consulting, training and research . . . . . . . . . . . . . . . . .

31

31

35

39

43

45

50

53

56

Chapter 3

3.1

3.2

3.3

The consultant¨Cclient relationship . . . . . . . . . . . . . . . . . . . . . . . . .

Defining expectations and roles . . . . . . . . . . . . . . . . . . . . . . . . . . . .

The client and the consultant systems . . . . . . . . . . . . . . . . . . . . . . . .

Critical dimensions of the consultant¨Cclient relationship . . . . . . . . .

61

61

64

66

v

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