CHAPTER 15

Client Politics: The Political Side of Consulting

Client politics refers to the relationships among the client’s employees. Client politics is based on hierarchy and personalities. Politics can work for you, such as following a chain of command to approve a decision, or against you, such as team members siding with the most powerful person in the office even though that person is making the wrong decision. Everyone has an agenda, and you need to determine whether the agenda is helping or hurting the implementation.

Respect, Don’t Reject

It is easy to make the decision to ignore the political side of the client’s organization. After all, you have a job to do and it may appear on the surface that your job doesn’t involve client politics. ...

Get The Oracle Way to Consulting: What it Takes to Become a World-Class Advisor now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.