Cover image for Management consulting : a complete guide to the industry
Management consulting : a complete guide to the industry
Biswas, Sugata, 1967-
Personal Author:
Second edition.
Publication Information:
New York : John Wiley, [2002]

Physical Description:
xii, 336 pages : illustrations ; 24 cm
Electronic Access:
Table of Contents
Format :


Call Number
Material Type
Home Location
Item Holds
HD69.C6 B537 2002 Adult Non-Fiction Non-Fiction Area

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The first complete resource on an ever-growing field, updated and expanded to reflect the impact of the New Economy on the industry
This unique A-to-Z resource provides a complete game plan for novice management consultants trying to break into the business along with expert guidelines for veterans looking to expand their services. Sugata Biswas and Daryl Twitchell cover all the bases, from the origins and history of the field to how to zero in on becoming established in one of the many unique specialties within the industry. They also provide a detailed directory of the top fifty consulting firms in the nation. This Second Edition features new and/or added information on such critical topics as the rapidly emerging field of e-consulting; consulting start-ups, incubators, and other New Economy enterprises; and an exploration of how increased competition for graduating MBAs is changing the consultant recruiting and hiring process.
Sugata Biswas (Santa Monica, CA) is a management consultant with the Viant Corporation. Daryl Twitchell (New York, NY) is a management consultant with Front Line Capital Corporation.

Author Notes

SUGATA BISWAS has been a management consultant with some of the leading consulting firms in private, public, and nonprofit sectors including Accenture, IBM Global Services/The Wilkerson Group, RAND Corporation, and Viant. Mr. Biswas graduated from the University of Chicago with honors in economics and holds an MBA from the Yale School of Management.
DARYL TWITCHELL was a management consultant with the international strategy consulting firm Mercer Management Consulting/CDI, and was a director in the Strategic Planning Group of American Express. He held senior management positions at American Express in strategic investments and new business development, and worked in venture capital as a director at FrontLine Capital Group. Mr. Twitchell graduated Phi Beta Kappa, magna cum laude from Brown University with a degree in international relations and history, and holds an MBA from the Yale School of Management.

Table of Contents

Gary NeilsonBill MatassoniBarry NalebuffGeorge Stalk Jr.Charles P. HobanPaul SmithEllen McGeeneyCatherine ArnoldArun MairaRudy PuryearBruce KelleyLaura Freebairn-SmithBrian MurrowJoseph B. FullerGlenn CornettAndrew L. Busser and Jeffrey S. EdelmanEileen M. SerraKeith G. Allred
Introductionp. 1
Chapter 1 The Management Consulting Industryp. 5
The Role of a Management Consultantp. 6
The Consulting Productp. 8
The Range of Consulting Firmsp. 10
Segmenting the Industryp. 11
The Evolution of Management Consultingp. 17
Continued Growth of the Professionp. 23
Emerging Trends in Management Consultingp. 24
Chapter 2 The Consultant's Work and Lifestylep. 29
The Management Consulting Firmp. 29
The Consulting Work Stylep. 33
Steps in a Consulting Engagementp. 36
The Consulting Lifestylep. 39
Consulting as a Career Acceleratorp. 42
Chapter 3 The Emergence of e-Consultingp. 45
e-Consulting Servicesp. 46
e-Business Incubation Servicesp. 51
Determining Your Fit with e-Consultingp. 54
Chapter 4 Perspectives on Consultingp. 57
The Consulting Profession
The Work of Consultingp. 60
Can Consulting Be a Career?p. 64
Strategic Thinking and Innovation in Consulting
Business Strategy and Consulting: A Theorist's View of Practice and a Practical View of Theoryp. 69
Innovation in Consultingp. 73
Customer-Driven Growth Strategyp. 78
Alternative Approaches to Consulting
The Generalist Approach to Consulting: The Strategic Value of Breaking Industry Barriersp. 83
Selecting a Small versus a Large Firmp. 88
The Internal Consulting Practice of Strategic Planningp. 94
Profiles of Consulting Specialties
Change Management Consultingp. 101
Information Technology Consultingp. 106
The Evolving Role of Health Benefits Consultingp. 110
Consulting to the Nonprofit Sectorp. 115
Consulting to Government and Nonprofit Organizationsp. 121
e-Business Consulting
Consulting in the World of Electronic Commercep. 127
Digital Consultingp. 132
Careers after Consulting
Consulting and Venture Capitalp. 138
Life after Consultingp. 145
Chapter 5 Planning Your Consulting Careerp. 153
Finding Your Niche in Consultingp. 154
Researching the Industryp. 156
Narrowing Your List of Firmsp. 158
Prioritizing Short-Term versus Long-Term Interestsp. 161
Getting Your Foot in the Door of a Firmp. 162
Chapter 6 Mastering the Case Interviewp. 171
The Parts of a Case Interviewp. 172
Part I. Greetingsp. 173
Part II. The Resume Reviewp. 175
Part III. The Case Questionp. 178
Part IV. Questions and Wrap-Upp. 189
Practice Makes Perfectp. 190
Post-Interview Follow-Upp. 191
Responding to Rejectionp. 191
Chapter 7 Negotiating Your Offerp. 193
Negotiating the Terms of an Offerp. 194
Negotiating a Favorable Deal for Yourself: The Art of Successfully Claiming Valuep. 195
Enlarging the Pie: The Art of Creating Valuep. 201
Making Allies out of Your New Colleagues: The Art of Maintaining and Enhancing Relationshipsp. 205
Conclusionp. 206
Epiloguep. 207
Appendix I Fifteen Essential Frameworksp. 209
Appendix II One Hundred Case Questions and Ten Sample Answersp. 239
Appendix III Directory of One Hundred Consulting Firmsp. 299
Notesp. 325
Indexp. 327