Abstract
Consulting is a multi-billion-dollar business, and literally all large companies use the services of consultants. This study examines inter-organizational alignment structures between the consultant and their clients. It is conceptualized using social capital which serves as a significant factor influencing project success, e.g., by facilitating knowledge exchange. In this exploratory research, we use expert interviews with actual project leaders of successful and unsuccessful projects. Matching pairs of consultant and client engagement managers were asked about their perceptions on joints project in separate interviews. Our findings indicate that social alignment, which is composed of the social capital between consulting and client firm and consultant's understanding of the client's needs positively impact project success.
Recommended Citation
Wagner, Heinz-Theo; Gewald, Heiko; Moos, Bernhard; and Wiedemann, Anna, "The Influence of Inter-Organizational Alignment on Consultancy Project Success" (2019). AMCIS 2019 Proceedings. 4.
https://aisel.aisnet.org/amcis2019/it_project_mgmt/it_project_mgmt/4
The Influence of Inter-Organizational Alignment on Consultancy Project Success
Consulting is a multi-billion-dollar business, and literally all large companies use the services of consultants. This study examines inter-organizational alignment structures between the consultant and their clients. It is conceptualized using social capital which serves as a significant factor influencing project success, e.g., by facilitating knowledge exchange. In this exploratory research, we use expert interviews with actual project leaders of successful and unsuccessful projects. Matching pairs of consultant and client engagement managers were asked about their perceptions on joints project in separate interviews. Our findings indicate that social alignment, which is composed of the social capital between consulting and client firm and consultant's understanding of the client's needs positively impact project success.