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Small Technology-based Professional Consultancy Services in the United Kingdom


  • David A. Kirby


Despite the growing evidence of the use by larger manufacturing organisations for specialist professional service companies that can provide a specific technological input, there has been little research that has examined this phenomenon. This article focuses, therefore, on the processes by which such technical consultancies and their initial client relationships are formed. It is based on a series of in-depth, qualitative interviews with the owners/principals of 12 such organisations in the North-East of England. It reveals that most consultants had worked in a technical position in a large organisation before starting their own business, and that consultants may be classified as ‘opportunist’, ‘lifestyle’ or ‘accidental’, Initial relationships with clients were found to vary considerably, as were strategies for development.

Suggested Citation

  • David A. Kirby & JONES-EVANS DYLAN, 1997. "Small Technology-based Professional Consultancy Services in the United Kingdom," The Service Industries Journal, Taylor & Francis Journals, vol. 17(1), pages 155-172, January.
  • Handle: RePEc:taf:servic:v:17:y:1997:i:1:p:155-172
    DOI: 10.1080/02642069700000008

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    Cited by:

    1. P. J. A. Robson & R. J. Bennett, 2000. "The use and impact of business advice by SMEs in Britain: an empirical assessment using logit and ordered logit models," Applied Economics, Taylor & Francis Journals, vol. 32(13), pages 1675-1688.
    2. Jérôme Barthélemy, 2017. "The impact of technical consultants on the quality of their clients' products: Evidence from the Bordeaux wine industry," Strategic Management Journal, Wiley Blackwell, vol. 38(5), pages 1174-1190, May.
    3. Severin Oesterle & Arne Buchwald & Nils Urbach, 0. "Investigating the co-creation of IT consulting service value: empirical findings of a matched pair analysis," Electronic Markets, Springer;IIM University of St. Gallen, vol. 0, pages 1-27.

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