Slow down – it’s not your business
As a management consultant you have to take responsibility for the outcome of the process you are engaged to help improve. You cannot assume responsibility for the final results. That responsibility resides with the client’s executives, but you have to guarantee the quality of your own contributions....
The price is what we pay – the value is what we get
The exact same product can produce very different levels of value depending on how the customer applies the technology. Some of these differences may be associated with objective factors such as the customer’s industry, location and company size, but mostly they are only associated with the customer’s organisational capability to...
Management Consulting Essentials: Negotiating the price and payment terms.
This is the 10th post in a series of posts addressing the issue that too many independent management consultants are working too many hours for too little pay. See the end of this post for a summary and a list of subjects in the series. This post is about negotiating...