Management consulting: delivering competitive business value within information technology firms in India

Management consulting uses internal salespersons as conduits delivering competitive intelligence packages that in-time may add value and profitability of their client firm. The salesperson's selling orientation perspectives and the qualities of the salesperson's behavioural relationship with the client firm influences this effect. This behavioral study develops a framework, and then a model, by which management consultant firms can assess their deliverable competitive intelligences against the consumptive values being acquired by the client firm. Where the client firm sees this management consulting approach as a value proposition, then a commitment of client funds may ensue.

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20 ICIT: 20th International Conference on ISO & TQM

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