When a decision maker on a project approaches a consulting firm, however, she does not believe most firms will fulfill on their basic promise. Why? Because every executive has seen consulting projects fail or has been severely disappointed with a consultant. The archives of tens of thousands of companies are bursting with thick, expensive consulting reports that looked and sounded good when they were delivered, but didn’t pan out, or were never implemented. They’re expensive mistakes that make buyers more than a little gunshy when it comes to hiring another consultant, which is why buyers of
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