2 October 2025

Complexity and Creativity in Organizations

Recommendation

Organizations are adaptive structures that respond creatively to changing circumstances. This responsive evolution takes place on an official, surface level, and also on a deeper, personal level composed of interactions between people. So says Ralph D. Stacey, who combines insights from psychoanalysis, behavioral research, the new science of complexity and other disciplines to suggest ways for your organization to become better at learning and adapting. While the basic concepts of complexity theory presented in this book are steadily gaining popularity, the actual complexity of the book’s content might make it difficult for non-experts to follow. Although the book’s tight organization keeps chaos at bay, some of the language might leave you at "the edge of disintegration." Nevertheless, BooksInShort strongly recommends this book to executives and managers looking to build a theoretical foundation for their organizational approach, in addition to the many academics who will appreciate its systematic explanation of the organizational consequences of systems thinking.

Take-Aways

  • Management based on control leads to a vicious circle in which tighter controls increasingly alienate individuals and lead to more controls.
  • Organizations are complex adaptive systems with interacting parts.
  • In a complex adaptive system, all parts interact with each other according to a set of rules.
  • There is no way to know how organizations will evolve over time.
  • Organizations spontaneously self-organize, producing uncertain outcomes.
  • Creativity is a messy process, based on spontaneous self-organization.
  • The two basic types of interaction are the legitimate network and the shadow network.
  • Organizations evolve due to feedback processes among individuals.
  • Continual feedback loops are based on individual discovery, choice, action and interaction.
  • Given adaptive systems’ uncertainty, allow space for creativity and learning in organizations.

Summary

The Vicious Cycle of Management

Executives and managers want to stay firmly in control of their organizations. That’s why you call them managers - They want to manage. Therein lies a problem for today’s changing organizations. Unfortunately, the dominant management approach, one generally based on control, leads to a vicious circle in which increasingly tighter controls have an increasingly alienating impact on individuals in the organization. The result is that managers look for still another savior recipe, which provides other kinds of controls, which further alienate individuals.

Managers and executives believe that success depends on being in control. The theory is that by knowing where the organization is going and by planning its future, managers can control the process of moving toward and realizing this vision. Using this framework, you think it is possible to know what is going to happen. Thus, you believe you can foresee and control events, so you seek to set up rigid guidelines for people to follow. This kind of model doesn’t work. Rather, the control steps you take to cope with increasing uncertainty and dissension only provoke more uncertainty and dissension. Thus, you make it even harder for yourself when you attempt the next save-the-organization recipe.

Complex Adaptive Systems

You can get off the merry-go-round if you recognize the real nature of complex organizations, and switch to using an adaptive management model. The science of complexity studies the way nonlinear feedback networks and complex adaptive networks work. Your organization is such a network.

“Contrary to some of our most deep-seated beliefs, mess is the material from which life and creativity are built.”

A complex adaptive system consists of parts that interact with each other according to a set of rules. A change in behavior in any part will affect the behavior of other parts, a phenomenon that creates a learning system. In turn, such systems form nests of systems - in that organizations interact to create national economic, societal and political systems - which join to form a global system, which is itself affected by the environment. Thus, we all live in an interconnected ecology, from the individual to the vast global system.

“The very steps we take to cope with increasing uncertainty and dissension themselves provoke more uncertainty and dissension, and this in turn makes us look even harder for the next saving recipe.”

At every level, individuals and organizations are following a series of simple rules for action. These rules operate much like the digital code of computer programs and the chemical code in the genes of biological organisms. Individual actions may seem random and chaotic, but when combined over time, they produce order out of this seeming chaos.

What looks like a mess is, in effect, the essence of life and creativity. They don’t depend on a prior design. Rather, as they operate according to these simple rules, they go through a period of spontaneous self-organization that produces emergent outcomes. These complex adaptive systems have an inherent order that will develop over time as a result of their experiences. But no one can know what this order will be until it unfolds in real time.

“Complex adaptive systems have an inherent order that is simply waiting to be unfolded through the experience of the system, but no one can know what that order will be until, in fact, it does unfold in real life.”

In other words, you can’t control this unknowable process. But, you don’t have to accept anarchy as the alternative. Rather, the process’s uncertainty opens the possibility of creativity at the edge of disintegration. At this point, there is a phase transition between the stable everyday zone of operations and the unstable zone of disorder. Creativity occurs when you avoid this everyday routine, and also avoid falling into disintegration on the individual level (becoming psychotic) or on the organizational level (anarchy).

“To remove the mess by inspiring us to follow some common vision, share the same culture and pull together is to remove the mess that is the very raw material of creative activity.”

Certainly, this creativity is a messy, paradoxical process, which involves responding to change, cross-fertilization, dialogue, competition and innovation. It might inspire you to get rid of the mess by uniting everyone behind a common vision, culture or joint action. Avoid this impulse. Instead, recognize that you can’t plan exactly how these creative processes will go or what their outcomes will be, because the spontaneous self-organization process produces its own patterns and results, which are emergent strategies.

Since they are emergent, you can’t know them. Rather, you must use a new management paradigm based upon self-reflection and learning from experience at all levels of the system. This will enable you to understand what you can foresee and what you can’t foresee.

The Complexity of Human Networks

An understanding of the complexity of human networks is the basis for viewing the system in this new way. In such networks, many agents interact to produce adaptive survival strategies for themselves and, therefore, for the system or the parts of it to which they belong. These systems interact to create a supra-system in which the agents and systems co-evolve.

“Uncertainty and disagreement about roles, purposes, tasks and outcomes are rising to a critical level that significantly reduces our ability to foresee and therefore stay in control.”

Human relationships in organizational systems operate in much the same way, since every human organization is a network of individual agents who interact with each other and with the agents of other organizations. The two basic types of interactions or links between people are: 1) The legitimate network, which corresponds to the notion of formal networks described in earlier sociological writings, and 2) The shadow network, which corresponds to the notion of informal networks.

“Such spontaneous self-organization produces emergent strategies; that is, the interaction itself creates patterns that no agent individually intends or can foresee.”

The legitimate network is the organization’s formal, intentional structure, created by its most powerful members or otherwise established by well-understood principles. It is designed to create a predictable, regular, system-wide pattern of behavior that carries out the organization’s primary tasks. But, since these shared rules are not always followed, a shadow network also exists. This is the spontaneous, informally created network of links developed by individual agents among themselves. While small groups share some of these rules, other rules are specific to individuals, so they may or may not follow the group rules. Over time, the organization develops as a result of the feedback processes that occur among individual agents. These agents respond through three processes:

  1. In discovery, they gather information and make sense of the rules of the organization.
  2. In choice, they decide what to discover, how to make sense of it, and what action to take.
  3. In action, they take actions based on the choices they made.

In the process, those involved are affected by various factors, including emotion, power relationships, strategic thinking based on self-interest and other factors. These actions, in turn, affect other agents, so they respond, and their response then influences the actions of the first actor. There is a continual feedback loop based on discovery, choice and action, which provides the basis for a co-evolutionary feedback process that leads to learning and change. At every level, from the individual to the organization, co-evolving parts and individuals co-construct their individual selves and the organization as a whole over time.

The Chaos State

Since individual agents have their own unique way of responding to this feedback process, individuals and organizations adapt over time. Thus, rather than thinking of feedback networks as deterministic, regard them as adaptive. A deterministic network occurs when a few rules are fixed over time, much like a pendulum swings back and forth, or a population of ants depends on the number of ants that are born and die and the food constraints on growth. These deterministic feedback systems are most suited to a stable equilibrium or environment. Negative feedback processes reduce any disturbances that might create change.

“At each level the whole constitutes a networked feedback system of co-evolving parts, or agents; this whole is in turn a component of, or agent in, a co-evolving whole. Thus, an agent at one level is a system one level below.”

However, as networks become more complicated, at some point, the system is drawn to a state that exists between stability and instability. This state might be considered a "strange attractor," which has come to be called, "chaos." Under such circumstances, the outcome becomes indeterminate, although the behavior in the system might be patterned. This patterning is the basis of a dissipative structure in which - despite some kind of underlying structure - a new structure emerges. Essentially this emergence occurs because as negative and positive feedback occurs, the system moves back and forth and may eventually come to generate a new order through a process of self-organization.

“Individuals co-construct both their individual selves and the world of other selves, and they do so in interaction with each other.”

Just as these processes operate in the chemical, physical and biological worlds, so they operate in organizations as well. Thus, as much as you might like an organizational system to be subject to controls, the controls won’t work because human systems are not deterministic. They are adaptive, self-organizing, learning systems that exist at the edge of chaos.

Applying the Theory

In an adaptive system, all agents or individuals adapt their behavior in light of its consequences for their purpose. They respond as they learn how their behavior impacts on others and on the whole system. Even birds in a flock do this, by adapting their behavior when they get too close to other birds. Computers can be programmed to respond adaptively.

A community of evolving systems forms a fitness landscape based on the survival strategies individuals or agents use. Ironically, steady, smooth evolution will typically get you stuck on the first peak, since any smooth, small step from a peak only leads downhill, reducing fitness. So if you just try to climb incrementally, you will stay on the first peak. By contrast, to get to the highest peak, you need to accept a decline in fitness and efficiency before you seek to improve again. Likewise, for superior organizational improvement, you need to go through a period of discovery and exploration before moving up and ahead.

“The new discovery is that past some critical point in the level of the control parameter, the system is attracted to, or caught up in, a paradoxical attractor that is both stable and unstable at the same time, an attractor lying in the borders between stability and instability. This ’strange attractor’ is now called chaos.”

Given these principles of complexity, adaptive systems and feedback, you need to provide space for novelty or creativity in your own organization. This space is located just at the edge of system disintegration, so you need to be open to creating this kind of system. As uncertain and unpredictable as this may seem, it is effective, since the human brain and mind are complex adaptive networks, as are human groups, organizations and societies.

An individual’s fitness landscape depends on how he or she behaves with others in the group. So creativity never is just an individual process, but involves an interaction with others in a group. The space for novelty in a group in turn exists in the paradoxical space in which people are their individual, different selves, yet conform enough to play. It exists in the state of tension between the legitimate system seeking to maintain the status quo and the shadow system seeking to undermine that status quo and replace it with another approach based on increased fitness.

Your goal should be to encourage this creativity in groups, since managers and executives cannot control the kind of complex co-evolutionary process that drives all nonlinear feedback networks, but can only participate in emergent processes. In other words, you can’t know exactly how people will interact and what the final outcome will be, but you should provide the space for this creativity to emerge as people work to find the highest peaks in the co-evolving fitness landscape they create together.

About the Author

Ralph Stacey is a professor of management and director of the Complexity and Management Center at the Business School of the University Hertfordshire. He is also a visiting lecturer at universities in Sweden and the Netherlands, and a visiting professor at the University of Malta. He is an active consultant to major companies and the author of several books on management and organization, including Dynamic Strategic Management, Chaos Frontier, Managing Chaos, Managing the Unknowable and Strategic Management and Organizational Dynamics.


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Complexity and Creativity in Organizations

Book Complexity and Creativity in Organizations

Berrett-Koehler,


 



2 October 2025

Social Entrepreneurship

Recommendation

George Soros once said, “Let business be business and philanthropy be philanthropy. Keep the two separate.” And never the twain shall meet. However, even Soros, capitalist businessman and philanthropist extraordinaire, eventually succumbed to seeing the merits of and need for social enterprise. David Bornstein and Susan Davis, two scholars of social innovation, offer a truly inspiring book about the noble, burgeoning field of “social entrepreneurship.” They offer recognition to the countless anonymous individuals who address the world’s most intractable problems, and they dole out useful advice to the “changemakers” who give voices to people who have none. Although this guide may be a tad basic for workers at established social enterprises, BooksInShort recommends it as a wonderful source of tips and inspiration to budding social entrepreneurs in all fields who strive to change the world for the better.

Take-Aways

  • Humans have suffered throughout time, but during the past 40 years, “education, health care and communications” have enhanced the lives of hundreds of millions of people.
  • Small groups of dedicated individuals have helped make the world a better place.
  • Such “social entrepreneurs” use classic business methods and best practices to tackle society’s most intractable problems.
  • Social entrepreneurs work from the bottom up, not from the top down. Working at the grassroots level, they help disadvantaged people help themselves.
  • Social entrepreneurs try changing attitudes about social justice and environmental issues.
  • Their work involves fighting “apathy, habit, incomprehension and disbelief,” while battling parties with “vested interests.”
  • Many social entrepreneurs cannot secure necessary “growth capital.”
  • Few institutions grant growth capital to social enterprises, thus many are underfunded.
  • To become a “changemaker,” set a goal. Read inspirational stories about the men and women who have changed the world, and research the problem you want to eradicate.
  • Create a “theory of change,” and hold onto your principles.

Summary

What a Few Individuals Can Accomplish

The small group of hijackers who committed the September 11, 2001, terrorist attacks showed the world what immense destruction a few focused individuals can accomplish. Conversely, small groups also can do immense good. Across the globe, teams of dedicated individuals are focusing on and solving intractable issues, including hunger, poverty, human rights violations, disease, political corruption and environmental destruction. The members of this “citizen sector” use “powerful ideas and new tools” to address the world’s most daunting problems. They “unleash human potential” by helping people in distress help themselves, allowing them to “live with dignity.”

“A kind of activism is emerging that is more concerned with problem solving than voicing outrage.”

In the past, people labeled these progressive individuals as “visionaries, humanitarians, philanthropists, reformers, saints or simply great leaders.” Today, “social entrepreneurs” emerge from every walk of life. They found and run “social enterprises,” organizations that use entrepreneurial business techniques to address pressing public issues. A social entrepreneur can be an “intrapreneur,” someone who sparks positive activity within an existing business or organization, or a “changemaker,” someone who takes responsibility for constructive change.

Social Entrepreneurship Through the Ages

Throughout history, people have suffered. More than 75% of the world’s population was slaves or serfs until the end of the 18th century, while most of the remainder had to live under monarchs or dictators they dared never question. “Crushing poverty, disease and violence” marked their difficult lives. Until recent times, segregation, discrimination and disenfranchisement burdened “women, dark-skinned people, the disabled and any number of minority groups.” Of course, discrimination remains an oppressive factor in many lives. Even today, “gay, lesbian and transgender people” have not achieved full legal equality.

“Today’s changemakers share one common feature: They are building platforms that unleash human potential.”

However, since the 1970s, matters have started to improve for numerous minority groups. Many dictatorial regimes have disappeared, the global middle class has expanded, and “education, health care and communications” have improved the lives of hundreds of millions of citizens. Coinciding with these worldwide changes and growing freedoms was the rise of “millions of new organizations aimed at addressing problems from every conceivable angle.” Once upon a time, countries like Brazil, Hungary, Nigeria, Pakistan, South Africa, Spain and Vietnam would not tolerate social activists. While dangers still exist in some of these countries, social entrepreneurs generally can work freely. Millions of social organizations now labor to eradicate poverty, protect human rights, reduce environmental degradation, and fight for civil rights for minorities, among countless other causes. These activists no longer are happy to “wait for governments, corporations, churches or universities to lead.”

“We know far more about the world’s problems than about the world’s problem solvers.”

The Bangladesh Rural Advancement Committee (BRAC) is an excellent example of an effective social entrepreneurial organization. Founded by former Shell Oil executive Fazle H. Abed, it is “involved in rural education, health care, microfinance, and social and economic development.” BRAC hires locals competitively, and not according to the favoritism or bribery that are customary in Bangladesh. BRAC focuses strictly on results. Although it refuses to bow to the development desires of donors who give money to fulfill their own agendas, BRAC has been extremely successful in winning “grants, low-cost loans and loan guarantees.” Its staff now numbers in the tens of thousands, and it has been able to “mitigate poverty on a massive scale.”

The Challenge of Social Enterprise

The answers to most of today’s widespread public issues are common knowledge, but the challenge lies in taking “the knowledge we possess in bits and pieces” and applying it on a worldwide scale. A social entrepreneur’s work involves fighting “apathy, habit, incomprehension and disbelief,” while battling parties with “vested interests.” Those who stand to benefit most from the work of social entrepreneurs often oppose their efforts. Social entrepreneurs who manage to get their projects off the ground often cannot sustain them. They constantly must strive for funding and positive publicity. They must be prepared for setbacks, crises and disruptive emergencies, and they must adopt long-range goals and soldier on regardless of obstacles.

“Social entrepreneurship is contagious.”

Social entrepreneurs share some general characteristics: They tend to be very independent and “are biased toward action.” While common perception sees them as risk averse, it is “challenges” rather than “chance” that entices them. They are “surprisingly nonideological,” though they are passionate about their ideas, dreams that they turn into reality. They have the same dedication and focus as business entrepreneurs. Of course, a business entrepreneur’s goal is to create profit, while a social entrepreneur wants to improve society. Sometimes an organization can do both. For example, Chicago-based ShoreBank Corporation, the US’s “first community development and environmentally conscious bank holding company,” is a profit-making entity, but it concentrates primarily on accomplishing the most social good through its lending. While other financial institutions neglected the inner cities in pursuit of profits, ShoreBank “became the only bank to support the landmark Community Reinvestment Act,” which opposes redlining – that is, the refusal of mortgages and insurance to inhabitants of poor neighborhoods.

Bottom Up, Not Top Down

Unlike top-down government, social entrepreneurship organizations work completely from the bottom up. Working at the grassroots level, they try to help people become self-sufficient, and to inspire individuals and organizations to emulate their work. The process of social entrepreneurship calls for “observation and experimentation” to encourage the “institutionalization and independent adoption” of purposeful projects, contrary to most governmental and international aid organization tactics.

“Every day, new social organizations open their doors, but few close down or merge.”

Activism is a subset of social entrepreneurship, but clear differences exist. Activists are outsiders who try to influence powerful insiders to adopt their heartfelt causes. In contrast, social entrepreneurs are comfortable working within the seats of power to exert change.

Social entrepreneurship represents democracy at its best: getting the largest number of people to work together to achieve a common good. Social entrepreneurs spark “citizen power” across the globe. To illustrate, during the 1980s, Chico Mendes and Mary Allegretti led indigenous people in Brazil to protest the decimation of the Amazon rain forest. Unfortunately, since the poorest nations generally are minimally democratic, social entrepreneurs often find it hard to make a notable impact in their societies.

Our Debt to Society

In North America, once people vote, pay their taxes on time, join the military if called upon and do not break the law, they have exercised their minimal civic duty. However, the US and Canadian governments should require “every citizen to engage in public service for a year or two.” John Gardner wrote about the need for a more active and engaged citizenry in his book, Self-Renewal: “Society is not like a machine that is created at some point in time and then maintained with a minimum of effort; it is being continuously re-created, for good or ill, by its members. This will strike some as a burdensome responsibility, but it will summon others to greatness.”

Funding

People mistakenly think that securing start-up capital is one of a social entrepreneur’s biggest challenges. However, accumulating initial funds is much easier than sustaining “growth capital.” Numerous sources offer start-up funding, including “community, family, corporate and public foundations; social venture competitions; impact investors; Web-based intermediaries...and an array of social-business networks.” However, few foundations provide growth capital for social entrepreneurs; as a result, many are undercapitalized and cannot plan ahead in any meaningful way. Plus, many social entrepreneurs have no expertise in developing the kind of professional-level business plans they need to be effective. The availability of more growth capital could help alleviate this situation. One promising funding development is the creation of “low-profit limited liability” companies that “simplify the process by which foundations can invest in social-purpose businesses.”

“Philanthropy is potentially society’s most innovative form of capital.”

In addition to funding difficulties, social entrepreneurs often find it challenging to hire qualified employees. Most of these organizations cannot compete with the compensation offered in the business world, though many can offer tolerable salaries. Top leaders in the field of “social enterprise” can earn annual salaries worth $100,000 to $200,000. Teach for America gets around the compensation roadblock by making its hiring process “competitive and prestigious.” Using this approach, the organization has been highly successful in recruiting students from the best universities. Fortunately, today’s college students often want jobs that offer “work-life balance and meaning,” which social entrepreneurship delivers in spades. Additionally, social enterprise clubs now are popular at the top business schools.

Evaluating Results

Businesses can measure their performance easily: It’s all about return on investment (ROI). Analyzing performance is not so clear-cut for social entrepreneurs. Often, they involve creating attitudinal change about such issues as gay marriage or global warming, which can take decades to achieve. New tools now are available to help them gauge their results in terms of a “social return on investment” (SROI). The Rockefeller Foundation developed “Impact Reporting and Investment Standards” (IRIS), but numerous leading social entrepreneurship organizations create their own specific performance metrics.

What Is Impeding Social Change?

An inefficient division of labor makes serving the disadvantaged difficult. To illustrate, in the US, an impoverished mother might need to deal with multiple professionals to get help for an asthmatic child, including “a pediatrician, a nutritionist, an allergist, a physiotherapist, a health insurance specialist, a social worker, a housing advocate, an exterminator, a school nurse, a gym instructor and perhaps even a pollution inspector.” Social entrepreneurs work to integrate such tedious experiences and make the path to finding help more efficient. They are “creative combiners.” President Barack Obama set up the Office of Social Innovation to leverage social entrepreneurs’ innovative ideas into governmental policy making.

“Change always brings resistance. It is rarely rational.”

Social entrepreneurs seek to get people to agree that the world’s most challenging problems have solutions and that positive action at an individual level can have profound effects at a societal level. It just takes belief and hope. As Gandhi said, people must “be the change” they want to see take place. Of course, all this depends on empathetic people, so Toronto’s Roots of Empathy program, founded by Mary Gordon, sets out to nurture compassion in young people. Gordon believes schools should encourage students to develop a changemaker’s mind-set.

“Moral arguments alone rarely change minds.”

Social entrepreneurs can help governments improve their performance and better serve their citizens. Social enterprise is much stronger today than the “thousand points of light” grassroots concept that President George H.W. Bush touted years ago. Indeed, social entrepreneurship represents a radical reworking of how society solves its problems. Its core premise is that “a dynamic marketplace of ideas and initiative is the basis of a thriving economy.” Business can learn from “the ingenuity and impact” of social entrepreneurs. A synthesis may develop between social entrepreneurs and businesses in the future.

Step Up to the Plate

Shortly after taking office, President Obama stated: “We need your service right now...I’m asking you to help change history’s course, put your shoulder up against the wheel.” Of course, doing this will not be easy. If you want to become a changemaker, begin by setting a goal. Research the history of the problem you want to eradicate. Read biographies of inspirational people who have achieved success. Engage in public speaking, and pitch your idea to others. Create a “theory of change.” Hold onto your principles and “be flexible about methods.”

About the Authors

David Bornstein is author of How to Change the World and The Price of a Dream. Susan Davis is founding president and CEO of BRAC USA. She also is a founding board member of the Grameen Foundation.


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Social Entrepreneurship

Book Social Entrepreneurship

What Everyone Needs to Know

Oxford UP,


 



2 October 2025

The IT Consultant

Recommendation

Author Rick Freedman spent many years as a consultant and his textbook and accompanying CD offer a lot of orderly advice aimed at both the novice consultant and the veteran consultant who wants to improve. Freedman covers such topics as the business of advice, the IT (information technology) consulting framework and developing superior consulting skills. Freedman’s main argument is that consultants should train so that they can be of more help to their clients. Successful consultants, he maintains, rely more on their people skills than on their technical gifts. Freedman also gives aspiring consultants advice on how to remain competitive in securing and keeping clients. He instructs consultants to read a steady stream of periodicals and books to keep up with the vast daily changes in technology. BooksInShort suggests that you can use his book and CD set to find out everything you ever wanted to know about consulting - including how hard it is - but never knew who to ask.

Take-Aways

  • Consulting has more to do with people skills than tech knowledge.
  • To excel as an information technology (IT) consultant, you have to understand the client.
  • One of the main questions a consultant has to ask is "Who is my client?"
  • Consultants should always work on keeping the client focused on value, not price.
  • Mature consultants leave their tech bias out of their equations.
  • Consultants must be diplomatic to clients.
  • The IT consultant has to be prepared for a variety of problems and pitfalls.
  • Consultants have to clearly define what it is they do and will do for the client.
  • The client should never determine what the consultant should do.
  • Consultants should learn everything possible about business theory and practices.

Summary

The Consulting Profession

Consulting is more of an advisory skill than a technical one. Successful consultants are more than just technicians; they have to have the necessary people skills to communicate to clients what they need. Further, consultants have to know their clients so well that they know just how to talk to them.

“Even that bastion of command and control, the U.S. Marine Corps, is refocusing its leadership programs on consultative management.”

Consulting is more than knowing technology. There are plenty of technicians who can design and implement the most complex multi-site data networks, yet lack basic skills in communication, project management, time management or human interaction. Clients demand technical people who have those additional communication skills and moreover, they want somebody that they can trust. Hence, you need to focus first on the general principles of providing consultation and advice, rather than technical expertise, which should be a given.

The Business of Advice

Five concepts can serve as the foundation for the information technology advisory process. These concepts are:

  1. Focus on the relationship - You must know the client as a human being and understand the culture, motivations, history, fears and goals of both the client and the organization. This is one of the most difficult tasks in consulting. Your success in this task has more impact on how well your job will go than any technical discipline involved.
  2. Clearly define your role - You and the client should both clearly understand what you are expected to do and accomplish. Define what the client is expected to do as well as the boundaries of the relationship.
  3. Visualize success - As a consultant, you have to give the client a visual picture of what success looks like. Otherwise, you may be faced with dreaded scope creep, where the engagement never concludes because the expectations keep changing. You and your clients should both be aiming for a non-ambiguous, complete goal.
  4. You advise, they decide - Don’t fall in love with particular solutions or approaches. Keep your emotional attachments toward, say, Linux or Open Source, limited. Clients are always in a better position to know the practical solutions that work for their own corporate environment.
  5. Be oriented toward results - Consulting is more than advising: It is assisting clients to reach a goal. You have to keep the client steered toward the possible.

The IT Consulting Skill Set

Why do some consultants meet their goals while others struggle? Why will some clients put off projects until their consultants are ready to help them?

“There is no more customer-intimate business relationship than consulting. To excel in our profession, we must gain our clients’ trust. Like doctors or lawyers, we must help our clients feel comfortable enough to confide in us, to tell us things that may not be easy to acknowledge or discuss.”

The answer has to do with the characteristics of successful consultants, who have skills you can learn. The key skills that consultants employ are advisory skills, technical skills, business skills and communications skills.

Technical skills are comprised of the knowledge you have if you are a professional in the field in which you have chosen to consult. In the real world of commercial consulting, it’s critical to remember that clients become more sophisticated all the time, and they expect their highly paid consultants to be at least one step ahead of them. About five years ago, knowing how to connect a PC and a printer was enough to get you a gig as a consultant. Now, I frequently walk into client’s offices and find technical teams that could rebuild the Internet from scratch.

“IT consulting is most successful when advisory skills, rather than purely technical ones, are stressed.”

Many technical people don’t realize how business works, but to join the field successfully, you’ll have to learn about business. Consultants should know their client company’s mission, its competitive strategy, its sales and profitability, its key clients and its history. Communications is consulting and consulting can be taught by practice.

Best IT Framework

The term "framework" is used consciously to suggest an approach to the IT advisory relationship. Generally, the framework includes approaching the client, negotiating the relationship, visualizing success, understanding the client’s situation, designing solution options, collaborating to select solutions and delivering business results.

“It is a proverb among salespeople that you must keep the customer focused on the value rather than on the cost. This is equally true for the consultant, where the client is buying service, an intangible, rather than, say, a piece of hardware that can be touched. Consultant fees are high, in many cases substantially more per hour than the client is paid.”

This framework is an overlay of techniques and concepts with which to approach the client relationship. This gives you a managerial structure, since engagements that include implementation of IT systems will likely require a disciplined project-management methodology.

How to Approach the Client

Clients approach consultants for a number of reasons: They may lack the technical skills to solve their problems without outside help or the business experience to apply the tech knowledge they do have. Clients lack confidence in their ability to judge and balance options. And sometimes clients can’t convince their management team that a particular solution is needed, so they reach for outside verification.

How to Negotiate the Client Relationship

Remember these six key points when working with clients:

  1. Avoid imposing your role - Don’t unilaterally tell the client what to do. Start with an open mind and with the position that everything is on the table. Afterward, work out those elements you believe are not in the best interests of the engagement.
  2. Avoid having a role imposed on you - Firmness in steering the client toward reasonable roles and expectations is not only best for you, but it’s in your mutual best interest.
  3. Take out the emotion and the ego - Focus on the best interests of the client and don’t look at the consulting relationship as one that you must win.
  4. Negotiate creatively - Use whatever approach it takes to reach a goal. You could even let the client try-before-they-buy in order to close the deal.
  5. Table disagreements - Don’t turn negotiation into an argument. Move disagreements onto the back burner and work to re-think the issue to everyone’s advantage.
  6. Document your agreements - Take notes. Nothing is final until the agreement is initialed, reviewed and documented.
“I’m always amazed at the number of ’consultants’ who never read any trade publications; this is unacceptable on my consulting teams. It is our professional responsibility to remain informed on the developments in our field.”

Visualize the success of the relationship. To foster this success, consultants should help clients create a mission statement, build project sponsorship teams and make sure information cascades down throughout the client’s entire organization.

Understand the Clients

To understand your clients and their situation, you first have to understand certain aspects of their enterprise. You need to learn:

  • What is the technology infrastructure? - Does the client use a WAP or an IBM mainframe with many nodes?
  • How is data moved through the network? - And, how fast does it move?
  • What kind of apps is the client using? - Do they have an open source Linux or Novell or Windows NT?
  • What process is being used? - For example, does the client use some kind of Enterprise Resource Program?
  • Gain some understanding of the client’s business - Understand the company’s strategic vision and learn about its business model.

Designing Solutions and Finding Options

Creativity can be learned through process and training. Industry is actually using creative design techniques to reach solutions to different dilemmas, and the techniques are very effective. Generally, a consultant’s solutions should solve the problem, fit the client’s requirements, be understood and be proven. The core solution design process includes:

  • Brainstorming - This group technique encourages the generation of many ideas.
  • Prototyping - Design a rough model.
  • The "Cannonball Run" - A competitive rapid design process in which teams work against each other to develop a solution.

Presenting Your Solution

Your solution presentation must accomplish a number of goals. Primarily, you will restate the basic problem you’ve been asked to address and then you’ll explain how you are going to address it. Having the right audience for your presentation is critical, so that you can help your client reach a consensus. At your presentation, introduce all your team members and allow the client’s team to be introduced.

“Diplomacy can be in short supply for many IT consultants. I’ve been in countless situations in which an IT consultant either implied or stated outright: ’The person who designed the current system was a moron’.”

Quickly recap your role in the engagement, restate the limitations of the problem you’re addressing, present a vision statement, state the benefits of each option you propose, present a budget and a timeline for what you propose and describe the risks and sacrifices of each option. Avoid technical jargon, avoid making recommendations, work with your client to review the options, don’t push and be ready to make changes.

Define Project Acceptance Clearly

The client must know when the job is complete. This is not only for client satisfaction, but also for legal reasons. The consultant must define acceptance criteria up-front. Clear destinations make for clearer journeys. Further, you should negotiate an end point for your involvement. It’s critical for you and your staff to know when your involvement is over. Acceptance can be phased.

“Maturity as an IT consultant also means leaving our technical biases out of the mix.”

Make sure that you document what you deliver. The acceptance document should describe project objectives, outline the deliverables that have been transferred to the client and note any continuing responsibilities, such as warranty duties.

How to Improve and Maintain Your Skills

You should view IT consulting as a profession on a par with engineering and architecture. One requirement for such a high level of skill is continuing education. Tech skill becomes obsolete at a blinding pace. As a consultant, you have to keep up with tech developments and understanding. First, you must keep up with trade publications such as PC Magazine or Computer World. Reading such publications is your professional responsibility. The professional consultant should also seek additional vendor training if necessary. Tech consultants tend to get formal training as either Microsoft or Novell specialists. Consultants should also use the Internet, team reviews and technical mentoring to stay current. You will be pleased to discover how fulfilling it is when your tech expertise really helps your client.

About the Author

Rick Freedman  is the founder of Consulting Strategies, Inc., an IT training and consulting firm. He has 16 years of experience as an IT consultant, both as an employee of Fortune 500 firms such as Citicorp and Dun and Bradstreet, and as a principal consultant for Cap Gemini American and ENTEX Information Services.


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