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The consultant-client interface: A theoretical introduction to the hot spot of management consulting

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  • Tomenendal, Matthias

Abstract

The interaction of clients and consultants is frequently characterized by misunderstandings and conflicts. On the one hand, this is not surprising as consultants and clients play different roles before, during and after consulting assignments. On the other hand, it seems that consultants are being placed under increasing pressure with regard to the effectiveness of their work. Smoothing the consultant-client interface (CCI) is suggested as a way to improve consultants' performance. This paper considers CCI dynamics from four different theoretical perspectives: Classical Organization Theories, Human Resource and Sociological Theories, New Institutional Economic Theories and System Theories. Their general theoretical concepts are first applied to CCI and then, on this basis, practical approaches to smooth CCI friction are elaborated. Taken as a whole, these different perspectives are intended to offer a range of alternative approaches - which it may then be possibly to integrate - to provide an orientation on how to act at the hot spot of management consulting.

Suggested Citation

  • Tomenendal, Matthias, 2007. "The consultant-client interface: A theoretical introduction to the hot spot of management consulting," Working Papers 31, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    • Handle: RePEc:zbw:imbwps:31
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    Cited by:

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    2. Domke, Nicole & Stehr, Melanie, 2008. "Ignorieren oder vorbereiten? Schutz vor Antitrust Verstößen durch "Compliance"-Programme," Working Papers 42, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    3. Pan, Liu & Junbo, Zhu, 2008. "The management of China's huge foreign reserve and its currency composition," Working Papers 37, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    4. Pohland, Sven & Hüther, Frank & Badde, Joachim, 2008. "Flexibilisierung von Geschäftsprozessen in der Praxis: Case Study "Westfleisch eG - Einführung einer Service-orientierten Architektur (SOA)"," Working Papers 40, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    5. Warmdt, Luca & Užik, Martin & Löcher, Markus, 2018. "Financial signaling with open market share repurchases and private redemptions," Working Papers 93, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    6. Schönbohm, Avo & Hofmann, Ulrike, 2012. "Comprehensive sustainability reporting: A long road to go for German TecDax 30 companies," Working Papers 68, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    7. Körner, Marita, 2008. "Grenzüberschreitende Arbeitsverhältnisse: Grundlinien des deutschen Internationalen Privatrechts für Arbeitsverträge," Working Papers 36, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    8. Rüggeberg, Harald & Burmeister, Kjell, 2008. "Innovationsprozesse in kleinen und mittleren Unternehmen," Working Papers 41, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    9. Zenglein, Max J., 2007. "US wage determination system," Working Papers 32, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    10. Tomenendal, Matthias & Lange, Hans Rüdiger & Kirch, Johannes & Rosin, Anna Frieda, 2018. "The entrepreneurial development of regions: Exploring the socio-technical transition of Lusatia from a multi-level perspective," Working Papers 94, Berlin School of Economics and Law, Institute of Management Berlin (IMB).

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