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The consultant will not recommend anything to a client which:
Is not of real, measurable benefit to the client organization;
Cannot be implemented by the client or their employees;
Cannot be explained to the client in simple language that will enable the
client to make an informed judgement.

Summary

I In a complex and fast-moving business environment it is essential
I to draw on all sources of information, assistance and advice that
I are available to you. It is also essential that you satisfy yourself
I that this is the appropriate source of advice and support; that it is
I economical and that it develops your autonomy rather than
I diminishes it.
I As business becomes increasingly complex nobody can hope to
I know it all and that goes for consultants as much as it does for
I executives, managers and knowledge workers. So “buyer beware”
I becomes the client’s watchword. As Figgie shows, the purloining
I of your watch may prove to be the least of your problems.
I If you need the help of consultants Lambert’s Laws still apply.
I The use of outside help must make a significant difference to
I achieving worthwhile goals.
I The intervention must pay for itself in a reasonable time.
I It must engage the co-operation and promote the growth of your
I people who will make it work.
I The consultants must leave as soon as the job is done – and they
I must leave you with the tools to continue as far as you wish or
I need to go.

228 Key management questions