Chapter 8 of “90 Days to Success in Consulting”: The Role of the Consultant
Consulting is a personal relationship. You do not want to compound the fact (and it is a fact) that a client's problems are usually people problems and not technical ones. The consulting you aspire to means you must deal with the people issues behind the complex problems at a client. Though brought in under the guise of implementing a technical solution to solve a problem, I have seldom seen real problems be caused by technology. Technical implementations, if they go well, will undoubtedly gloss over corporate problems for a while,but the corporate problems will return. Attending to the post-implementation client roles and responsibilities for success is part of true consulting.