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Internal consultants: Why do clients use them and for what benefits?

Author

Listed:
  • Georges Trepo

    (HEC Paris - Recherche - Hors Laboratoire - HEC Paris - Ecole des Hautes Etudes Commerciales)

  • François Grima

    (IRG - Institut de Recherche en Gestion - UPEM - Université Paris-Est Marne-la-Vallée - UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12)

Abstract

This study explores the dynamic of the client-consultant relationship as perceived by the former. Our research is based on four French case studies. It was possible to examine clients' and consultants' perceptions, as well as those of neutral parties such as senior managers, external consultants and trade unionists. The results challenge the traditional view according to which the consultant finds it difficult to "be a prophet in his own land". Consultants' proximity and commitment to managers are confirmed, and they are unexpectedly credited with a high level of technical expertise. They are aware of state-of-the-art knowledge and external best practices.

Suggested Citation

  • Georges Trepo & François Grima, 2011. "Internal consultants: Why do clients use them and for what benefits?," Post-Print hal-00609483, HAL.
    • Handle: RePEc:hal:journl:hal-00609483
    DOI: 10.1016/j.emj.2010.12.004
    as

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