"The things that matter are the insights brought, results delivered and the impact this has on business performance and/or service for customers."
ALAN MIDDLETON, CHIEF EXECUTIVE, PA CONSULTING GROUP
PA’s chief executive Alan Middleton gives his views on the value of consulting in the Financial Times ‘Business of Consulting’ report. The article looks at how clients are getting real value for money from management consultancies.
Earlier this year the UK’s Management Consultancies Association unveiled the findings of a year-long research programme to establish the tangible benefits of using a management consultancy. According to the research, overall clients got back £6 of value for every £1 spent on consultants in 2008.
Alan gives his views on how the focus of discussions between clients and consultants should start to shift from cost to value: "The lowest price is a poor measure for value for money. The things that matter are the insights brought, results delivered and the impact this has on business performance and/or service for customers. Where procurement discussions focus on fee rates the relationship between client and consultant risks falling to one focused on hours input, rather than value output."
You can read the article in full here and also read PA’s comments in the 'Business of Consulting' report on offshore consulting here and on financial services consulting here. The report also features an article dedicated to PA’s work in the Middle East, you can read this here.
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