Consulting — Has the Solution Become Part of the Problem?

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Corporate use of consultants has increased exponentially, and many managers wonder if the time and expense involved in working with them ever pays off. The authors argue that clients and consultants must work together in new ways to increase the productivity of their work. They suggest how clients and consultants can better focus their collaboration on issues that matter, accept more responsibility for facing the tough decisions, increase the speed and effectiveness of their efforts, and ensure that the people charged with implementing change have the commitment and understanding necessary to do so effectively.   

Eileen C. Shapiro and Trina L. Soske are founding members of The Hillcrest Group, Inc., a consulting firm in Cambridge, Massachusetts. Robert G. Eccles is professor and chairperson of organizational behavior and resource management at the Harvard Business School.

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