Posted by: tanujit | April 17, 2007

A Consulting “Paradox”

A wonderful paradoxical situation is presented here by David. Here the question put forward is that often in industries consultant are hired to make things better, the top level management wants the consultants to show their subordinates how to make things better.

But most of the times the ground zero reality is much different. As the article points out, the people are very resistive to the change, sometimes because things are going on smoothly and they dont want to disturb the ryhthm, and at other times using the WIIFM – “What’s in it for me”, they will filter out what ther perceive as anything not benefitting them, often not thinking from the perspective of the company.

So now the consultants are faced with the unique problem when the top management is saying “teach my people this method” where as that “method” is not in the best personal interest of the sub-ordinates. This leads to the sub-ordinated viewing the consultants as “management agents” and offer further resistance to the changes.

So in this situation how do the consultants handle this situation ?



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