Title: Consulting success and contingent fees as important elements on the way to a theory of management consulting

Authors: Lars Schweizer, Dodo zu Knyphausen-Aufsess, Martin Rajes

Addresses: Frankfurt University, Gruneburgplatz 1, D-60323 Frankfurt am Main, Germany. ' Technische Universitat Berlin, Strasse des 17. Juni 135/H 92, D-10623 Berlin, Germany. ' University of St. Gallen, Dufourstr. 40a, CH-9000 St. Gallen, Switzerland

Abstract: This paper analyses the role of consulting success and contingent fees as two important pillars of a theory of management consulting. In view of public criticism, contingent fees are not only considered as a possible implication of the success evaluation of consulting activities, but also as an opportunity for strengthening the client|s position in the consulting process. However, the precondition for being able to agree on contingent fees is the determination of criteria and indicators to measure consulting success. Based on a process-oriented perspective, we show the interconnections between consulting success and contingent fees both of which being important elements to be considered on the way to a theory of management consulting.

Keywords: consulting success; consulting evaluation; contingent fees; management consulting theory.

DOI: 10.1504/IJSEM.2009.024843

International Journal of Services, Economics and Management, 2009 Vol.1 No.4, pp.393 - 413

Published online: 01 May 2009 *

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