How Do You Measure Value Delivered to Clients?

Clichéd as it may sound; a management consultant is hired by a firm to ‘add value’. But what is value? How is it measured? And how can the consultant process and articulate such value to her client in simple, non-confounding terms?

Joe Kornik | January 16, 2012

By Veena S. Iyer
Veena S. Iyer is the Practice Lead, Investment & Business Research, Knowledge Services at Infosys

Abstract

The amorphous nature of management consulting coupled with the premium it commands in the market, lends itself to scepticism around value it brings to the client. Using popular measures of value, this paper attempts to provide a framework within which thoughts around this problem can be structured and hence, articulated. For this purpose, we apply the 'risk-return theory for investment' articulation on a management consulting problem and come up with a model that charts out the essentials that such an articulation should contain.

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