MANAGEMENT CONSULTING

“Only three things happen naturally in organisations: friction, confusion and underperformance. Everything else requires leadership”.

The art of advising, inspiring, piloting and supporting managers to make better decisions on business and organisational development in order to make their organisations more effective and efficient.

To be more successful, internal problems must be solved using as little energy as possible so that more can be allocated to external opportunities and threats, because that is the only way the client’s needs can be satisfied9.

The solution is that we borrowed from the European tradition (via English) and came to use adaptations of the terms “manager” and “consultant”. The English verb “to manage” comes from Latin manus (hand) and agere (to act), via Spanish manejar and Italian maneggiare (both meaning to handle, especially horses but also tools), and the French word for

To be successful the organisation has to make sure that as much as possible of its available resources are utilised and directed towards external opportunities.

“insult rather than consult”, but you have to do it with warmth and with the client’s best interests in mind.

As a matter of fact, it is very difficult to sell management consulting services in any case, especially if we are talking about selling services to the senior executive level in a large corporation. What you are actually selling is trust. The executive has to first of all trust that you will be able to lead the company through a difficult process.

Adizes’ approach is one of therapist rather than adviser. As with any type of therapy, the therapist’s aim is to build the client’s self-confidence and ability, so they can then solve their own problems. The therapist does this by building the client’s trust, first in them as therapist, then by the client learning to trust in their own capabilities

Success is achieved when your client is satisfied through an optimal cost/benefit equation.