Client-consultant interaction: Capturing social practices of professional service production

Natalia Nikolova, Markus Reihlen and Jan-Florian Schlapfner

Scandinavian Journal of Management, 2009, vol. 25, issue 3, 289-298

Abstract: Summary Based on the investigation of seven consultancy projects within an international technical consulting firm, we identify three major practices that characterize client-consultant interaction - shaping impressions, problem-solving, and negotiating expectations - and discuss their respective characteristics, activities, and contingencies. Our discussion of these practices provides not only a more differentiated picture of client-consultant interaction but also uncovers the critical role that clients play in these practices.

Keywords: Consulting; Client-consultant; interaction; Project; management; Consulting; success (search for similar items in EconPapers)
Date: 2009
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Citations: View citations in EconPapers (9)

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