A Guide to the Profession CONSULTING MANAGEMENT …

1 MANAGEMENTCONSULTINGAG uide to the ProfessionFourth editonThis widely recognized reference work on the state of the art of MANAGEMENT consultingoffers an extensive introduction to CONSULTING : its nature, professional standards,intervention methods, behavioural rules, current developments and future has been used both by students of CONSULTING and seasoned practitioners worldwide,either in it s English original or in one of the 13 editions in other , the information and knowledge-based economy is creating new opportunities andchallenges for consultants, who can find enough work and be well paid for their services,provided they are able to cope with complex and rapidly changing conditions, and meetthe demands of increasingly sophisticated clients.

2 In this climate, consultants mustcontinuously reinvent themselves . More than ever, learning is a lifelong job forconsultants. This fourth edition actively reflects and confronts these developments topics (all treated from a consultant perspective) include: e-business; knowledgemanagement; total quality MANAGEMENT ; corporate governance; company transformationand renewal; social responsibility of business; intellectual property; publicadministration; and a Guide to essential information sources. The entire text has alsobeen substantially enhanced and updated. The book is an indispensable tool forindividuals and organizations wishing to start CONSULTING , become more competent atserving clients or manage CONSULTING firms and assignments more effectively.

3 The most comprehensive capture of the body of knowledge of managementconsulting ..the most thorough Guide for those who want to develop the competenceleading to certification in this Profession . (E. Michael Shays, CMC FIMC-ExecutiveDirector, International Council of MANAGEMENT CONSULTING Institutes)..a great starting-point to understanding the state of the industry and how it sevolving. (Wayne Cooper, Publisher, MANAGEMENT CONSULTING International andConsultants News).120 Swiss francsMANAGEMENTCONSULTINGAGUIDE TO THE PROFESSIONF ourth edition9789221 095194 ISBN 92-2-109519-3 Edited by MILAN KUBRINTERNATIONAL LABOUR OFFICEGENEVAINTERNATIONALLABOUR OFFICEGENEVAMANAGEMENTCONSULTINGKUBRF ourtheditionManag.

4 Consult. cov only 7/11/02 11:09 AM Page 1In praise of the fourth edition the first edition of MANAGEMENT CONSULTING appeared, hardly any books had been publishedon the subject. Almost immediately, MANAGEMENT CONSULTING became the standard text in In today s plethora of books on the subject, the fourth edition still stands out, just likethe first. As a Guide for the novice consultant and reference for the experienced, this book sgrasp of the subject matter, breadth of coverage, simplicity of treatment, and accessibility isunsurpassed. Its perspective on the world of CONSULTING is fresh and down-to-earth. Gerald A. Simon, CMC, FIMC, Chairman of the Editorial Board, C2M CONSULTING to MANAGEMENT The CONSULTING industry is going through profound changes.

5 Practitioners and clients bothneed to be aware of these changes in order to ensure that client value continues to bedelivered. Milan Kubr's book MANAGEMENT CONSULTING : A Guide to the Profession is a greatstarting point to understanding the state of the industry and how it's evolving. Wayne Cooper, Publisher of MANAGEMENT CONSULTING International and Consultants News, and CEO of Kennedy Information MANAGEMENT CONSULTING : A Guide to the Profession " is the most comprehensive capture ofthe body of knowledge of MANAGEMENT CONSULTING . The text is the most thorough Guide forthose who want to develop the competence leading to certification in this Profession . E. Michael Shays, CMC, FIMC, Executive Director, International Council of MANAGEMENT CONSULTING Institutes, and Chairman, Institute of MANAGEMENT Consultants, United States How fortunate for both the novice and the battle-scarred veteran to now have a new fourthedition of this classic text, which has been an indispensable tool for me over many the professional and the business aspects of MANAGEMENT CONSULTING , Milan Kubrand his team of authors have integrated the spectrum of current theories and practices into apragmatic Guide which will become the handbook of our time.

6 Patrick J. McKenna, MANAGEMENT consultant and co-author of First among equals: How to manage a group of professionals The Asian Productivity Organization has greatly benefited from the previous editions ofManagement CONSULTING in developing consultants in Asia. The current edition willcontribute to further building up the core competence in CONSULTING services with a pragmaticapproach to creating the knowledge economy and enhancing business competitiveness. Yuji Yamada, Special Adviser to the Secretary-General, Asian Productivity OrganizationManage Consult PRELIMS 7/11/02 10:58 AM Page iiMANAGEMENTCONSULTINGAGUIDE TO THE PROFESSIONF ourth editionEdited by MILAN KUBRINTERNATIONAL LABOUR OFFICEGENEVAM anage Consult PRELIMS 7/11/02 10:58 AM Page iiiCopyright International Labour Organization 2002 First published 1976 Fourth edition 2002 Publications of the International Labour Office enjoy copyright under Protocol 2 of theUniversal Copyright Convention.

7 Nevertheless, short excerpts from them may bereproduced without authorization, on condition that the source is indicated. For rights ofreproduction or translation, application should be made to the Publications Bureau (Rightsand Permissions), International Labour Office, CH-1211 Geneva 22, Switzerland. TheInternational Labour Office welcomes such , institutions and other users registered in the United Kingdom with the CopyrightLicensing Agency, 90 Tottenham Court Road, London WIP 4LP [Fax: (+44) (0) 20 7631 5500;email: in the United States with the Copyright Clearance Center, 222 RosewoodDrive, Danvers, MA 01923 [Fax: (+1) (978) 750 4470.]]

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9 Catalogues or lists of new publications are available free of chargefrom the above address or by email: in SwitzerlandTypeset by Magheross Graphics, Switzerland & IrelandKubr, M. (ed.) MANAGEMENT CONSULTING : A Guide to the Profession (fourth edition)Geneva, International Labour Office, 2002 Guide , MANAGEMENT consultancy, MANAGEMENT consultant. 92-2-109519-3 ILO Cataloguing-in-Publication DatavAuthors and acknowledgements .. xiiiForeword .. xvAbbreviations and acronyms .. xxiPart IMANAGEMENT CONSULTING IN PERSPECTIVEC hapter 1 Nature and purpose of MANAGEMENT CONSULTING .. is CONSULTING ? .. are consultants used? Five generic purposes .. are consultants used?

10 Ten principal ways .. CONSULTING process .. concepts and scope of MANAGEMENT CONSULTING .. 26 Chapter 2 The CONSULTING industry .. historical perspective .. current CONSULTING scene .. of services provided .. and specialist services .. types of CONSULTING organization .. consultants .. CONSULTING and other professions .. CONSULTING , training and research .. 56 Chapter 3 The consultant client relationship .. expectations and roles .. client and the consultant systems .. dimensions of the consultant client relationship .. 66 CONTENTSviManagement roles of the consultant .. refinement of the role concept.