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Index

Abbott, Andrew, 24 aims of the book, 7. 9-10 Allen,J.,51 American Institute of Certified Public

Accountants (AICPA), 14 approaches to education, 87 Argyris, Chris, 32, 69 Argyris, Chris and Schon, Donald, 89 Association of Consulting Engineers (ACE),

21 Ausubel, David, 93

Baldwin, T., 86 Bandura, Albert, 85, 91 Bank of England, 133, 138 Bartlett, Frederic, 85 Bartol, K.M., 55 Belbin, Meredith, 70, 71 Bennis, Warren, 32 Bines, Hazel, 23, 24 Blake, R., 16,32 Block, Peter, 35 Bloom, B.S., 92 Bosworth, D., 22 British Consultants Bureau (BCB). 5, 41 British Invisibles, 4 Brown,].S., 91, 96 Bruner,Jerome, 91, 96, 97 Bryman, Alan, 57 Buchanan, David, 77

Case histories, 106--206 Acacia, 106 Berberis, 112 Corylus. 118 Deutzia, 126 Escallon, 131 Forsythe, 138 Garryan, 143 Hammamel,147 IIex, 152 .Juniper, 159 Kerrian, 167 Laurus, 171 Neanthis, 180 Olearian, 186 Romney, 192 Spatius, J 96 Tamarisk,203

case-study method definition, 99 characteristics, 99-100

exercises, 102-5 approach, 102

Champion, D.P., 31 change agent's expertise, 77-8 client-consultant communication

by telephone, 113-14, 153, 169-70 face-to-face discussions, 114-15, 116-17,

127-8, 135, 142, 144, 146, 155, 157, 189, 19~ 191, 19~ 199,201

holding interviews, 115, 121, 198. 199,200

verbal reports, 115 verbal presentations, 109, 110, Ill, 120,

124-5,135,146,168,184,204 written reports, 124, 134, 163, 175,

200-1,205 questionnaires, 127, 184

client-consultant relations contractual relations, 15-16 problem-solving, 16-18,28,30,31 psychological contract. 8, 15 interactions, 45

client definition, 15 client expectations,

su client-consultant relations client firms

American-owned, UK-based insurance company, 203

equipment hire, 126 European manufacturer of military

systems, 148 European quasi-government

organisation, 186 firm of solicitors, 192 food manufacturer, 174 hospital, 197 insurance company, 152 local authority education department,

118-19 Nato country steel pmducer, 167, 168 property development, 106 quasi-government organisation, 181 research and pmduct development and

testing, 144 Third World, 159 UK branch of Third World bank, 131,

132 UKgovernment-owned body, 139 US-based mineral extraction and

manufacturing, 112-13 cognitive apprenticeship, 91 Cole, )'vIichael, 96

217

218 Index

Commission of the European Communities. 21

competences. definitions. 49-50 consultancy

competitiveness. 5-6 definition and nature. 3. 13. 19.40 factors contributing to growth. 21-2 industry. 3-5. 6. 20 knowledge transmission. 4 labour market. 4 process. 28. 29 purposes. 14. 19 standards. 5 team activities. 108. 165 team composition. 107. 112. 118. 131-2

consultancy firms computer/IT consultancy. 112. 131. 138.

144. 152. 186 engineering/project management. 106.

147. 174 HRM consultancy services. 181. 196 management consultancy. 118. 126.203 multidisciplinary. 159 office relocation. 192 strategic planning. 167

consultancy roles conciliator. 63-4 contingency models. 30-3. 35 definitions. 29-30 executive. 54-5 expert 52-4 ideal style models. 33-5. 36 limitations. 35-6 nature. 8. 28. 47 1+7 model. 46-8. 47. 52-66. 68. 70. 72-3.

73-9. 101 powerbroker.61-3 researcher. 55-8 synergist. 65-6 tutor. 58-60

consultant critical activities and behaviours. 43. 44 definition. 18-19 development. 87-91 effective performance. 50. 51 responsibility. 28 types. 18-19

consultant behaviours. 1+7 model. 52-66 conciliatol~ 63-4 educator. 61 executive. 54-5 expert. 53 powerbroker. 62 researcher. 57 synergist. 66 tutor. 58-9

craft apprenticeship. 87-91 Cunningham. Ian. 94

Decker. P" .• 86 Downs. Sylvia. 84 Dyer. W.G .• 66

Egan. Gerard. 60 ethical issues. 70 executive role. 76-7 expert role. 74-6

Federation Europeenne des Associations de Conseilsen Organisation (FEACO). 20

French. Wendell. 10 Fullerton • .J .• 15

Glaser. R .• 96. 97 Golembiewski. Robert. 10 Greiner. Larry. 63

Hellriegel. D .• 55 Heron.John. 16 Honey. Peter. 95 Huczynski. A .• 66

Institute of Management Consultants (IMC). 5.26.27.32.41

intervention strategies. see client-consultant relations

Kanter. Rosabeth Moss. 77 Katz. D .• 29 Katzenbach.J.R .• 66 Keeble. D .• 21 Knowles. Malcolm. 94 Kohler. W .• 84 Kolb. David. 43. 51.95 Kubr. Milan. 9. 19.74.76

Lawrence. P.R.. 32 learning. 51. 71. 72. 73. 83-97

action. 95 cognitive theories. 84 contract. 94 deep and surface processing. 91-2 discovery. 93-5 experiential learning cycle. 95 experiential methods. 95-7 formal situations and methods. 90-1 metacognitive skills. 91-3 models. 87 off-the-job. 51. 72 planned. 71 project assignments. 88-9 reflection. 89. 95 relationships with others. 89-90 scaffolding. 96 self-directed. 94 social learning theories. 85-6 stimulus-response theories. 83-4

Index 219 strategy for novices, 73 styles, 95 types, 92-3

Lewin, Kurt, 46 Lippitt, Gordon, 32 Lippitt, Gordon and Lippitt, R., 31, 32, 71,

74 Lippitt, R., 32

Maister, David, 88 Male, S., 25 Management Consultancies Association

(MCA) , 4, 5, 20, 26 Margerison, Charles, 17, 18,34.73 Margulies. N .• 32 Markham. Calvert. 10 Marton, Ference, 92 McLean, Adrian, 16 Metzger, Robert, 20 Mintzberg, Henry, 70 models of consullancy roles,

see consultancy roles Mumford, Alan, 95 Munro, Anne, 60 Muns, R.E., 14

Neisser, Ulrich, 84 Nevis, Edwin, 10

ownership of change, 7-8, 57

Pavlov, I.P., 83 Payne, Adrian, 20 Pedler, Mike, 95 Pettigrew, Andrew, 77 Porras . .J.,93 practical knowledge, 52, 71 professions

abstraction, 24-5 education, 23-4 growth, 22, 23 resource mobilisation, 25

projects/assignments change approaches, 125, 129-31, 137-8,

143,147,158,161-2,165-6,173,186, 202, 206

characteristics, 28, 46 management, Ill, 123, 129, 134, 136-7,

1<19, 151-2, 154-5, 171, 188-9, 190, 193, 196,204-5

planning, 120-1, 127-8, 134, 145. 161, 198

problems, 107-8, 1l0,111, 149,150,151, 176,177,179,187-8,193-5

tendering, 119-20, 154, 157, 175, 197 workshops, 122-3, 125, 130, 142, 146, 164,

173,183-4,185 Property Research Services (PRS), 25

Quinn, James B., 4

research into consullancy roles aim, 67 analysis, 42-8, 43 approach,40-1 main study, 40-8 method, 67-8 pilot study, 39-40 principles, 67 sample, 41, 42

Revans, Reg, 95, 96 Rogers, Carl, 74 roles of consultants,

.fee consultancy roles Royal Institution of Chartered Surveyors

(RICS),25

Schein, Edgar, 10, 32, 33-4, 74 Schlegelmilch, B., 20 Schmidt, W., 30, 72 Schon, Donald, 18, 24, 51, 89 Schroder, H.M. , 71 Skinner, B.F. , 83 Snell, Robin, 89 Snow, R.E., 92 Steele, Fritz, 19, 32, 76 Stewart, Rosemary, 71 Strang, Alison, 92 structure of the book, 10-12 Stryker, Steven, 32 Summers, E.L., 14 Svensson, Lennart, 25 Szilagyi, A.D., 66

team building, Jee workshops Tolman, E.C., 84 Torstendahl, Rolf, 17,25 training, 9, 26-7, 40 Training Commission, Department of

Employment, 50 Turner, Arthur, 14

Vosniadou, S., 93 Vygotsky, L.S., 96 Walton, R.E., 64 Weick, Karl, 15 Weinstein, C.E., 91 Weiss, H.M., 85 Williams, Allan, 43, 69 Wooten, K.C., 31, 43, 72, 73 World Bank, 160

Zitelli,J., 11