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

Georges Trepo (1) , François Grima (2)

1 HEC Paris - Recherche - Hors Laboratoire
2 IRG - Institut de Recherche en Gestion

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.

Mots clés: Internal consulting; Client-consultant relationship; Critical success factors; Management consulting

Domaines: Gestion et management

Georges Trepo, François Grima. Internal consultants: Why do clients use them and for what benefits?. European Management Journal, 2011, 29 (2), pp.144-154. ⟨10.1016/j.emj.2010.12.004⟩. ⟨hal-00609483⟩