The professionalization of management consulting clients
Professor Andreas Werr and Assistant Professor Frida Pemer
The professionalization of clients of management consulting services is a rather recent phenomenon in organizations. Knowledge as to the character and dispersion of this phenomenon is limited. The aim of the project is to increase the understanding of current practices regarding the purchasing of consulting services, the client-consultant relationship and efforts made to become a more professional user of consulting services. The study pursues four research questions:
• How do organizations deal with purchasing consulting services?
• What kinds of consultants do organizations primarily use?
• How do organizations perceive their relations to management consultants?
• How common are different ways of professionalizing the use of management consultants in organizations?
Data were collected in a a survey of the 500 largest organizations in Sweden. They are currently analyzed in order to better understand the drivers and consequences of client professionalization.
Professional service firms