The Client-Consultant Relationship in Professional Business Service Firms

1. Front Matter

   Pages i-xvi

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2. Introduction

   • Natalia Nikolova

   Pages 1-11

3. Conceptual foundations

   • Natalia Nikolova

   Pages 12-93

4. Established models of the client-consultant interaction

   • Natalia Nikolova

   Pages 94-148

5. Towards an interpretive model of the client-consultant interaction

   • Natalia Nikolova

   Pages 149-284

6. Conclusion

   • Natalia Nikolova

   Pages 285-287

7. Back Matter

   Pages 288-318

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The interaction between clients and consultants during consulting projects is essential for their success and therefore for the long-term survival of consulting companies. The aim of this book is to further advance our understanding of the nature of client-consultant relationships. Building upon a critical discussion of the contributions and shortcoming of existing research, Natalia Nikolova proposes an innovative conceptual model, which provides a critical yet constructive platform for the development of a more differentiated view of professional work. The framework concentrates on the cultural and political relations between clients and consultants during service production. It represents a prolific platform for further research and provides practitioners with an increased awareness of hitherto under-explored issues of client-consultant relationships.

This book is aimed at scholars of professional business service firms and those interested in multidisciplinary studies of human relations in general. It will also appeal to students interested in these areas and to clients and consultants involved in consulting projects.

• Client-Consultant Relationship
• Professional Business Service Firms
• consulting project
• model
• structural relations

• University of Technology Sydney, Broadway NSW, Australia

  Natalia Nikolova

Natalia Nikolova is currently Senior Lecturer in Management at the University of Technology Sydney Business School, Australia. She received her Doctorate in Management, Economics and Social Sciences (Dr. rer. pol.) from the University of Cologne, Germany. Her research interests focus on organisational practices, strategy, leadership and innovation in the context of project-based and professional service organisations. She has published in academic journals and books and her work has been presented and recognised at a number of international conferences. Natalia is on the editorial board of the Journal of Professions and Organization.
Natalia has taught strategic management, leadership and management consulting in several Masters and Executive education programs at the University of Technology Sydney and previously, at the University of Cologne. She has worked with a range of industry partners on both research and teaching projects, including Spencer Stuart, Mercer, E&Y, PwC, Second Road, the Australian Government Creative Industries Innovation Centre, Mirvac, and Australian Defence Force.

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