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Determined to keep heads above water

Stefan Stern
Financial Times
17 November 2008


The Financial Times of 17 November reports PA's views on a range of business issues in its 'Business of Consulting' report.

This scene-setting article describes how, in difficult economic circumstances, 'advice is always needed. It is the nature of the work itself that changes'.

And when that work is cost reduction, well informed organizations go to the consultancy firms with a good track record of implementation in that field.

The Financial Times interviewed PA CEO Alan Middleton on that issue. Alan says his colleagues are never happier than when they are getting stuck into less glamorous but essential operational efficiency work. Creating real value from this work is a defining characteristic of his firm, he believes.

“We know that some clients are going to be under severe pressure just now and may not be spending a lot of money on consultancy advice,” says Alan. “But the lesson of previous downturns is that this is the time to stay in contact, and keep talking, because the upturn will come. Clients remember who stuck with them even when there was not a lot of spending going on, and who was just a fair-weather friend.”


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