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

Publication Type:
Journal Article
Scandinavian Journal of Management, 2009, 25 (3), pp. 289 - 298
Issue Date:
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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 Copyright © 2009.
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