Client-consultant relationship

As part of our research with clients this year, we asked them to choose which things, from a long list, would encourage them to buy more consulting services. They could have chosen from things like the ability of a consulting firm to implement as well as advise,  the availability of highly-specialised skills in a particular field or a willingness to listen and tailor services to their needs. Guess what came top of list. Yep, lower fees.

Late last year we embarked on our most ambitious research programme ever, speaking to hundreds of senior clients in the world’s major consulting markets about their views on consultants.

By Fiona Czerniawska

It’s not just a question of glamour (‘consultant’ sounds so much more upmarket, as any hair or sales consultant will tell you), but hard cash: consultants can charge more than contractors.