ABSTRACT
Consultancy brings great benefits or it creates great mischief. It seldom follows a middle road, but if client and consultant learn to work together effectively, massive added value will come about almost as a matter of course. There are many different processes for delivering consultancy. And although every consultancy has its own variant and every book provides its own models, they are much the same. The consulting process boils down to the efficient and effective management of four key and interlocking processes – account management, sales management, engagement management and relationship management. Reducing the consulting process to these four processes and hence simplifying the broad thrust of what consulting is all about allows the concept of cultural intelligence to be applied more effectively. Finally, the process of relationship management encapsulates all others, as each will have a relationship component to it.
