The Roles of an Management Consultant
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Dec 16th, 2019

The Roles of an Management Consultant

One way to describe the advocate role of the management expert is to split the consultant’s role into content and process advocate. In content advocate role, the consultant influences your client to choose or recognize particular goals, worth or actions. In the process or methodological advocacy role, the expert influences your client to become active as a challenge solver and also to use certain ways of problem fixing, but is careful not to become an advocate for just about any particular solution.

2. Information Specialist

Another role of any expert is that of the information specialist who, through his or her knowledge, skill and professional experience, is engaged as an interior or external specialist to provide special knowledge services. In general, the consultant initially gives information early on to help meet the immediate needs of the client. Later the expert may act as a catalyst and procedural helper in employing the recommendations that contain been made.

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3. Trainer/Educator

This is one of the main roles of an consultant. Talking to about innovations may necessitate training and education within the client system. The expert may be considered a creator of learning, activities or a primary teacher, using the abilities of a creator, head and evaluator of the learning process.

The capacity of your consultant to teach and educate is very important, particularly when a specific learning process is suggested in order for your client system to obtain competence using areas. In case the propel in the organization aren’t skilled in one-to-one connections, interviewing, and on-the-job observation, the techniques and kinds of an innovation won’t work.

4. Joint Problem Solver

The role of helper in problem solving involves collaborating with the client in all of the perceptual, cognitive, mental, and action steps had a need to solve a difficulty. While issues has been clarified, the specialist helps to maintain objectivity while revitalizing ideas and interpretations. Furthermore, the consultant can help to isolate and define the basic factors that result in a problem and perpetuate it, or that may be activated to solve it.

5. Identifier of Alternatives and Linker to Resources

In this role the advisor identifies alternative solutions to issues, establishes requirements for evaluating each alternative, deciding its cause and effect interactions, assesses the probable consequences of every alternative, and links your client with internal and/or exterior resources which may be able to provide additional assist in solving the trouble. However the advisor does not participate in the decision-making process when the ultimate solution is chosen.

6. Process Counselor

The consultant’s major target is on the interpersonal and intergroup dynamics impacting the problem-solving process. The procedure consultant directly observes people in action and conducts interviews with management employees in order to acquire facts. The process consultant must be able to effectively analyze who and what’s hindering the organizational success and to report these observations to the correct person or persons in the organization.

7. Objective Observer

The role of the target observer involves some consultant activities fond of stimulating your client toward some insights into growth, a finding of more effective methods, a look at long-range change, and better independence. This is the most nondirective of the consulting roles.

Discuss the reason why for the extraordinary development of consultancy services in India?

Consulting as a business in India has seen a remarkable growth. The development mainly took off post-independence and hasn’t slowed up since. Here we examine the primary factors that contain added to the expansion.

Growth in India – The progress in India, especially the service sector, has lead to many players making quick strides like never before. However an organization must know whether the decisions it is making will be the right ones. The exterior viewpoint of the consultant is critical in this respect, and so the demand for consultants is increasing.

Post-liberalization competition and entry of private players – So long as Permit Raj was present, the government and a few private firms got complete monopoly within the Indian marketplaces. With liberalization and entry of private players, your competition increased therefore did the necessity to compete and take the right decisions. This resulted in upsurge in demand for consultants.

Demand of Indian consultants in under-developed countries – The political and the socio-economic conditions of the developed world and third world countries are very different, hence consultants from developed countries aren’t a choice. But since the conditions in India act like a great many other such countries, the Indian consultants are in demand in under-developed countries to provide a different point of view. Many Indian consultants are also asked to train and develop consultants in the native countries.

Entry of international companies and MNCs in India – Many MNCs are joining the Indian market, but do not know how to best use their assets and mould their model to suit the Indian market. It has resulted in demand for consultants who can help them in this respect.

Growth of business people – The federal government has consciously adopted a policy of motivating new entrepreneurs, seeking in so doing to broaden the entrepreneurial foot of the economy. The brand new enterprisers have needed customized services to be able to plan and use their projects. Another factor favoring the introduction of consulting services is a project of even medium size now requires institutional money. Companies do not provide finances on the basis of the sales converse of the promoters, but require information and arrangements which show the long-term viability of the job to be financed. This has given go up to demand of consultants who’ve the knowledge to amend and revise the business plan to have a much better chance of getting institutional fund.

Abolition of the managing firm system – Another factor which has acted as a stimulus to the get spread around of talking to services has been the abolition of the controlling agency system. For an extent, the managing agency system allowed the internalization of the consultancy function since a managing agency, managing many companies, experienced acquired sufficient expertise to plan and implement projects on its own. However, curbs on the machine placed after independence, and its own abolition in the 1960s exposed many opportunities for impartial consultants as well for the erstwhile managing agencies to set up their own consulting organizations, whose services, however, are also distributed around the general public.

Emergence of the public sector – The public sector has also emerged as both a buyer and a service provider of consultancy services. Given the actual fact that the public sector is within complex technology-intensive business and the range of the plants being create because of it is large, it needed specialized services to set up these vegetation.

Due to these reasons, the consulting industry has grown tremendously since freedom.

Trace the historical development of type of consultancy services, that have been demanded and were developed?

The industry was founded in the overdue nineteenth century in USA. The industry shifted into the UK from the 1920s.

Industrial Technicians – 1870 to 1914

The first management consultants came into being between 1870 and 1914 in the USA and their main role was to help the developing companies become more productive and more efficient. Called industrial technical engineers, they were seen as time and motion men, and this picture prevailed until the early 1960s.

Among the early pioneers were the following. These were management researchers approximately these were management consultants.

Frederick Taylor: Frederick Taylor, the daddy of ‘technological management’, was essentially concerned with what’s later called corporation and methods. His views on simplification of complicated making tasks, clear modes of managing and increasing of productivity were highly influential in the USA and Europe were popular before 1970s.

Frank and Lillian Gilbreth: The Gilbreths were also fascinated with the person machine play. However their starting point was the real human factor rather than the machinery. They were buffs and their pure exuberance experienced a profound influence on the introduction of management consultancy and got clients in the UK, USA and Germany.

After World Warfare I, management consultants played out a major part development and restructuring of American industry. Basic Motors hired Arthur D Little to create its research and development center while the US administration bought the services of Booz, Allen and Hamilton.


During the 1920s, management consulting commenced to be influenced by the first motivational, industrial and psychologists like Elton Mayo and Mary Parker Follet. The individuals factor at work began to be given importance and become taken more critically. Also consultancy services started in Europe as well. The French given birth to engineer Charles Bedeaux setup his own consultancy service in america. During the 1920s he shifted over to the united kingdom and create the British isles Bedeaux company. Bedeaux’s clients reported major efficiency improvements of up to 40%.


The quickly changing financial and industrial structure gave surge to a growth in consultancy. Many of these centered on labor productivity.

Marketing: This was the time when the first proper, widely disperse consumer society got shape. Also the importance of marketing and advertising began to be loved. Here management consultants helped companies take benefit of the new marketing techniques.

Impact of Behavioral Knowledge: The traditional control view was challenged by thinkers such as Hertzberg and McGregor and the thinking became more democratic and open-minded. Therefore the behavioral sciences started to impact management consultancy.

MBO: The idea outlines by John Humble at Urwick – ‘Management by Target’ – considered the partnership between elements of management operations and not merely the parts themselves. This in turn led to principles such as bonuses, job analysis and wage framework.


This was the time of the ‘petrol crisis’ when the costs of world oil prices were double brought up to unheard heights. Which means three key problems for any company became the financial performance, entry into new market segments and labor relationships.

Accountancy Consulting: The significance given to financial comes back on capital during the 1970s gave delivery to accountants going into the field of consulting. The accountancy firms began for taking the consultancy market significantly. By the finish of 1970, the accountancy organizations had a part of the consultancy market pie.

Entry into new Marketplaces: Decreasing demand in their house marketplaces lead to globalization and companies needed professional advice to be able to enter into the right market because of their products. This led to consultancy services in proper planning. For instance, the Japanese and other Western competition began to stifle the English car market.

Industrial Relations: The rise in issues related to the professional workers during the oil crisis intended that companies needed specialists to manage the work. Therefore consultancy in professional relations grew. Principles such as staff member participation and production improvement gained importance.


The 10 years of 1980s saw a series of developments in general management convinced that would have an impact on the consultancy world.

Influence of Japanese management thinking: During this decade, japan companies took a bigger share of world marketplaces in a variety of domains such as motor vehicle products, gadgets, semiconductors and pcs. There the management thinking of Japan started being appreciated by the consulting businesses.

Quality Management: Importance given to quality by the companies increased therefore do the demand of consulting companies in this field. One of the hottest areas in UK for quite a while was the Total Quality Management.

Globalization: Liberalization of financial marketplaces and lowering of international trade obstacles created the need for global strategies. And yes it resulted in the field of culture change management. Another field that globalization led to was human resource management HRM.

Beginning of I. T. Consultancy: Towards the finish of the decade one factor that transformed the facial skin of management consultancy is the I. T. Principles like Just-in-time to 24-hour customer care services have shown which i. T. is all-pervasive.


The 1990 observed I. T. further change the scenery of management consultancy. Also consultancy in non-traditional industries has also harvested.

E-consultancy: The go up of e-commerce has led to new opportunities for management consultancies as their clients seek to exploit this new medium of business. The Management Consultancies Association has predicted that almost 17% of the earnings of its users are from e-business.

Consultancy in non-traditional sector: This 10 years has also seen progress of consultancy services in non-traditional sectors. For instance, consultancy rose in the social sector where management principles began to be used. Also another such sector was the health sector.


The current status of consultancy sector is very heartening and the potential customers show up rosy. This and the other expansions of the consulting industry are depicted below.

Sector Restructuring: Over the past ten years, sector restructuring has been significant and impressive. Examples include mergers, acquisitions, etc. It has also given delivery to the occurrence of large consulting businesses, which can provide end-to-end consulting and can virtually react to any demand by the clients.

E-business consulting: The breathtaking development of e-commerce in addition has given surge to e-business consulting. By 2000, all leading management and IT consultancies were also dynamic in e-business consulting and provided various means to promote business via the internet.

Commoditization: Many consulting firms offer more or less standardized product saying that their brand is superior. This has also led to consulting firms spend money on advertising.

New operating methods: Commoditization predicated on tested knowledge and experience reduces the need to use experienced consultants and modifies the framework of various talking to cycles. For instance, the diagnostic phase may be removed or reduced to a few questions.

Growth of Management Consultancy

Time Areas Focus


1950s * Time and Motion Analysis * Fix manpower requirements

1960s * Bonuses * Improvement in labor

Job Evaluation productivity

Wage Structure

1970s * New project appraisal, * Careful research at the beginning

market analysis to overcome failing later

1980s * Strategic planning * SWOT analysis

* Group development * Participation of operating people

* Public resources * Need for good management in

(transport, electricity etc. ) Infrastructure areas

* Software development * Using computers

1990s * Information systems * Information technology

* Development tasks in * Usage of management

socially relevant areas principles

* Health sector * Health, rural development etc.

* Strategy * Growth

2000s * Mergers & acquisitions * Turnaround management

* Financial restructuring * Global strategies

* Joint ventures * Risk analysis studies

With globalization, what do you foresee the paradigm switch that will probably take place in the field of management consultancy?

Globalization has transformed the landscape of nearly every facet of business, and the area of management consultancy can’t be immune to it. The 18th century was the agricultural hundred years and the 19th century was the commercial century with the 20th century being the telecommunication hundred years, but in the 21st century we find ourselves in the midst of an unprecedented volume of information.

With the issues and issues becoming more diverse, the role of management consultancy is becoming increasingly more dominant and important. Previously, the consultant’s role was limited to management of business, but now management consultancy is employed even in marketing the U. S. president. In the near future, it would appear that you will see paperless offices, and work models will operate from homes. There will be less time for and regularity of travel and personal conferences for negotiations and business dealings since it is expected the communication trend will take over.

Therefore the first move is that the management consultant should be more dynamic. He will need to be totally sensitive to the present world scenario. He will have to be conceptually clear about the role of management and consultancy, and redefine his role as a dependable change-agent in the contemporary society.

Second, he or she will have to create a global outlook. The law of comparative benefits in international trade will receive economic sanction, resulting in more exports at all times. The management specialist must develop a global perspective for producing strategies in this respect.

Third, the management expert has to have a mixed handbag of knowledge. If he is a human source consultant, his real human source of information experience and knowledge will have to be supported with six sigma implementation capacity and computer request down the road in the individuals resource alternatives.

Fourth, the management advisor could be more when compared to a mere consultant. He needs to be a doer, a pragmatist. He will have to lead your client team in putting into action change. Statement writing will be supplemented by implementation by the team.

Fifth, in the information time, networking, partnering and team accountability will develop. Management consulting organizations must play the role of delivering management consultants from different geographies better for writing of knowledge and competence.

Sixth, in occasions when corporate interpersonal responsibility is no more just in catalogs but instead considered a obligation of the organization, the management expert will also have to consider the public impact of some of his recommendations. In other words, he needs to be an individual with genuine interpersonal concerns.

Seventh, the site of your management advisor is moving from only business to sociable issues as well. Today management consultants are needed in areas such as poverty alleviation, how to convert Mumbai to Shanghai, how to execute national ID credit card techniques etc. Therefore a management advisor needs to be able to use his management knowhow in such non-business related issues as well.

Eighth, with environmental factors becoming important things to consider atlanta divorce attorneys major corporation’s decisions, the management advisor will have to be in a position to appreciate environmentally friendly effects of any of his decisions. Therefore he’d also have to orient his suggestions to suit such concerns.

Ninth, consultants, especially those from the developing countries should perform major research in their home countries to examine the impact of different previous initiatives. Not absolutely all the techniques successful in the developed world will be as effective in the producing world, rather than every designs unsuccessful in the developed world will meet the same destiny in the developing world or the undeveloped world. Therefore consultants need to discover what is most effective in their own country or physical region, that this means that research is paramount.

In conclusion, globalization leads to the increased obstacles to the domain name of management consultancy, but I also think that the management consultant fraternity will rise up to that challenge.

Do you foresee any role for the association of management consultants? What specific role if the relationship play?

The role that should be played out by the connection of management consultants is very important. These not only provide as one common program for consultants but also guaranteeing a certification for the consultants.

Specifically, the role that the connection of the management consultants should play can be divided as follows –

Concern for quality

Concern for ethics

Concern for the profession

These are discussed below –

Concern for Quality –

This identifies the relationship role to enhance the knowledge and skill. This matter motivates the relationship to increase the quality of consulting among its customers specifically and the industry in general and take steps to weed out the inadequate members which may tarnish the reputation of this industry.

The specific efforts can be

Certification – qualifications are one of the key ways to ensure that this content value of the career is maintained. For example, the CMC or Certified Management Advisor certifies that the advisor is very proficient in his field and can be trusted to provide good value for money. This also means that clients have a way to know whether a specialist can be called upon when necessary.

Training – Training is another area where the relationship can boost the quality of the consultants and enhance the overall image of the industry. In this case IMCI can have more training by senior experienced practitioners to coach and coach the juniors on the latest methods adopted on the market as well as share some interesting activities which may have wide software.

Mentorship – This is another area where the connection can play a dominant role. By having mentors for younger consultants, the overall outcome of the industry can be increased which will have huge implications for the industry.

Concern for Ethics –

The second area where the associations can play a role is in ensuring that ethical ideals are followed throughout consulting. In lack of ethics, the clients may not be able to place beliefs on the advices and advice of consultants. Friedson suggests, “Clients of specialists must place more rely upon them than they actually in others Specialists are expected to honour the trust that clients haven’t any alternative but to place in them. ” The value of ethics and trust can’t be overestimated in an industry where trustworthiness is important.

It is challenging to ascertain and quantify the accomplishment of the association in this aspect. Nevertheless the idea that the association consists of consultants who know one another perfectly, ethics is a self-affirming necessity. This can definitely ensure more honest orientation of the consultants.

Concern for Occupation –

Concern for the career is always a fundamental role of any association. Which means that the connection is acting to convey the necessity and needs of the industry to other stakeholders and will protect and promote the career.

The connection could try to bring various stakeholders of the consulting industry on the common system to ensure that the various concerns and grievances of the stakeholders could be attended to by your body. It can also address the many issues pertaining to the consulting industry, for example, the issue of belief that consulting helps.

What can IMCI do?

Projects in Africa/Asia/Latin America – These countries have problems and issues nearly the same as ours. Therefore it will be easier for a advisor in India to comprehend and solve them compared to consultants in European countries and U. S. A. Therefore IMCI could leverage its network and ensure more projects to Indian consultants.

Training and Expanding consulting capabilities far away – Many countries, including those mentioned previously never have developed their consulting capabilities to the optimum levels. IMCI can make use of the consulting capacities of Indian consultants and coach and develop the consultants in other countries.

IMCI can bolster public relations in other countries, tie-ups with renowned consultants overseas and thus gain liaisons and agreements with world systems like UN, ADB

IMCI can also make initiatives to ensure more joint inter-cultural and transnational researches and studies.

IMCI can also put efforts to find the field of management consulting recognized as a business and make an effort to get priority for this industry similar to the IT/ITES industry.

IMCI can utilize management consultants to get ready, maintain and update a data standard bank that can provide latest characters like production, turnover, occupation and capacity utilization

IMCI can provide suitable message board for management consultants to talk about success tales and experience.

IMCI can carry out periodic research of management consultancy vocation and publish results to benefit management consultants

IMCI can research grievances regarding code of carry out and take disciplinary action


What do you make out because of this case study? Exactly why is it that there surely is relatively skepticism about consultants and the services they provide? How to defeat it?

The Circumstance –

The case demonstrates the view kept by clients and possible clients about consultants. The retired Standard has a problem which he is unable to solve, and Dr. Dilip Raju has been advised to him. Regardless of this when he involves meet Dr. Raju, he is skeptical about what he can do and it is not prepared to trust him.

It is evident that the General, who hasn’t experienced business before and could have never interacted with a advisor prior to getting together with Dr. Raju, could have got this concept from others.

Therefore this implies that even though talking to as a profession may be well known within the management domain, most people are still cynical about the effectiveness of the assistance. Individuals still believe a advisor will rig reviews, present irrelevant data and then finally solve the consultant’s own problems rather than the client’s problems. This points out why many people are still uncertain about the value-add of the consultant.

The skepticism can be attributed for the next reasons –

First, there are a lot of incompetent consultants who lay claim to solve all problems but many not have the required proficiency to do so. When they do not meet their lofty goals, the client gets a poor image about consultants. This negative personal experience with consultants perforates right down to all the friends and acquaintances of the business. This causes clients stereotyping the complete consultancy industry predicated on a few negative activities. It is straightforward to understand that after spending a huge sum of money on a expert, if the required result is not achieved your client would be appalled and so may well not trust any expert in the foreseeable future. Such conditions bring a terrible name to the complete domain of consulting. This is one of the primary reasons for skepticism of consultants.

Second, the overall appears to have given all trust. The fact remains that most people come to a expert only once they feel that they have done everything possible without succeeding in it. So he locates it hard to believe someone who may not have his level of knowledge of the business and experience could instantly come and turnaround the business. The actual fact that an inexperienced person (the expert may not been employed by before in the poultry business) could come and uplift the company seems unreasonable and irrational to many, which is one of the reason why for the skepticism.

Thirdly, the high fees that are priced are another reason people are uncertain about consultants. People are not sure if the Profits on return will justify the high fees that are billed by the consultants.

How to beat the skepticism –

There are various ways to conquer it. The next steps by your client and/or the consultant will go good way in reducing the skepticism.

Ensure that the advisor is competent enough

There are a lot of me-too consultants who might not exactly have the mandatory skills or competency. Therefore a good way to make certain about the competency of the advisor is to make reference to the prior clients. This will likely also ensure that incompetent consultants are weeded out of the system.

Past performance is unquestionably an indication of the future. Therefore a consultant with a good preceding track record can be expected to execute well in the future.

Decide how to measure success

One of the foremost ways to ensure that the consulting project is prosperous is to evidently define success and how it’ll be assessed by both gatherings. Says John Ziegelbauer, taking care of partner for the financial institutions practice at Grant Thornton, “it is important for both banker and specialist to be clear and in contract in advance what the target is and how it’ll be evaluated. “

“To find the metrics right, a bank must do its research prior to participating the consultant. Also sharpen the pencil and inform you what your anticipations will be, ” says Dave Kuhl, chairman and CEO at $1. 5 billion-assets Busey Bank, Urbana, Ill.

This is very important, before if this isn’t done properly, your client may understand the end result as inadequate, but the consultant may believe that he has provided what he has promised. It is therefore imperative that both the consumer and the consultant acknowledge mutually decided guidelines to evaluate success.

Clear upfront who’ll be doing the work

There are companies out there whose heavy hitters supply the speeches and the interviews that keep carefully the organization in the limelight and play “rainmaker. ” However the actual firm-to-client connections may be flipped over to individuals the client has never heard of. This is not to say these people aren’t certified. But a customer needs to evidently know the actual people who have whom they’ll work with. This might not be an issue in a one man consulting firm like the main one in the case, nonetheless it could be very important in a huge consulting company.

Again this is important because your client may expect a partner to work with them, but it might be the associate who is entrusted with the client.

The problem of confidentiality

Since consultants are free brokers and may use competitors, many clients are apprehensive about their safety. The simple truth is that consultants may work for competitors after doing one task. Therefore, getting a signed letter of confidentiality is important.

The importance of confidentiality cannot be overestimated, as no organization will need their information to be leaked to a competition.

Ensure that your client has a good prior record

There are a great deal of me-too consultants who might not exactly have the mandatory skills or competency. Therefore a great way to make certain about the competency of the specialist is to refer to the prior clients. This will likely also ensure that incompetent consultants are weeded out of the system.

Past performance is unquestionably an indication of the future. Therefore a consultant with a good prior track record should be expected to execute well in the foreseeable future.

Include objectively measurable parameters

This is particularly important while paying an outcome based fees. It isn’t enough to just define success. The various parameters which are used to assess success should be objectively measurable. This can ensure that your client and the advisor are able to quantify the result.

The impact of the consultant’s work should be assessed using certain pre-decided guidelines. If there are no objective guidelines, then there is certainly very little chance that the observations of the client and the specialist would be the same.

Use regular reviews to ensure that consultants are on the right track

In many conditions where the duty of the advisor is not evidently specified, the consultant may more in a direction and find conclusions that the organization may not need. Therefore it is important to occasionally review the progress created by the consultants and the course in which they are simply proceeding to ensure that they are on the right course.

Again this is very important, as most clients pay consultants on an hourly basis, and a consultant on the wrong track will cost loss of time and money for the organization.

Allow your specialist to speak to every person within the organization

A consultant may start his work using certain general models. Yet, in order to modify it to match the organization, she or he needs to find out about the organization. Too often, the management may not have all the answers. It is therefore important to let the consultant speak with various people in the business. This permits the specialist to get various perspectives on the issue and recommend an most effective action plan.

When the company is spending a large sum of money on the expert, it seems sensible to get the maximum from the consultant and get a far more holistic perspective from the expert.

Check your consultant’s dedication to make certain that they are not overworked

Too often, one of the primary explanations why good consultants produce bad productivity is because they are simply handling more tasks at the same time than they can handle. This not only leads the advisor to burn up but also reduces the trust between your client and the specialist. Therefore the customer should ensure that your client who is employed with them is not overworked and can give proper focus on the particular customer.

This will not only help the specialist to give their maximum but also ensure that the output will be of expected quality, resulting in increase in trust between the consumer and the specialist.

Conclusion –

The case shows the cynical view that lots of people in the industry have about the consultants. There are many reasons for such a poor view of consultants. However if the clients and the consultants interact based on the above referrals, the negative view of consultants can be taken out.

References and Bibliography –

Management Consultancy : A guide to the occupation by Milan Kubr

Monogram Component 1

Seminar on consultancy services in India, November 11 and 12, 1972 Synopsis proceedings

The handbook of management consultancy – Philip Sadler

Paper from Delegates and Audio speakers, Country wide Convention, November 24-25, 1995, Vadodara, IMCI

Management consulting capacities in India

Con Tricks – Martin Ashford

The International guide to Management Consultancy, Barry Curnow and Jonathan Reuvid

Consultancy Services in India – CDC

Consultancy Services in India Point of view and export prospects

Status Statement on Consultancy Services in India

Report on Study on Management Consultancy in India

Consultancy Services in India: Critical Study

Consulting 2000, Track record Literature, IMCI, Country wide Convention, Nov 24-25, 1995, Vadodara

Management consultancy, by Clive Rasam and David Oates

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