Understanding One Management Consultancy Practice

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Management Consulting is a rapidly growing profession, in which large and small firms compete unevenly on the Swedish market. While the larger firms have a competitive advantage in their global knowledge net, the smaller firms are in a position where they need to develop a `unique' practice. The consultant- client interaction was identified as manifesting the core of a management consultancy practice. Consequently, an in-depth case study was conducted to focus on the development of a practice in one smaller consultancy firm. Therefore, the focal point of the research is two diverse projects, each aiming at a mutual change effort. The main findings are: that consultants as active change actors face dilemmas in their interaction with the client; that consultants need self-confidence in their usage of knowledge in the interaction; and that consultants can in fact facilitate sensemaking in clients through the creation of `shared understandings' in the interaction. It is concluded that this management consultancy practice could be developed through the expansion of...