The Practice of Professional Consulting

A Reality Check About Consulting

Corporate managers who hire consultants have a wide range of perceptions about the value of consultants. They often believe consultants do not know enough about their organization to be of real value. Managers may believe consultants are used too often, tell them things they already know, cost too much, are often arrogant, have low emotional intelligence, circumvent the hierarchy inappropriately, have too much power—and are unavoidable.

Powerful client managers may resent consultants demanding time, point­ing out flaws and organizational problems. They may see consultants as intruders who are paid a lot of money to ask awkward questions—and then, after offering recommendations or building solutions, leave the ...