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

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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. Crown

Original languageEnglish
JournalScandinavian Journal of Management
Issue number3
Pages (from-to)289-298
Number of pages10
Publication statusPublished - 09.2009

    Research areas

  • Management studies - Consulting, Client–consultant interaction, Project management, Consulting success