Convergence or divergence? A comparison of informal consultant–client relationship development practices in Britain, France and Germany

Abstract

A continuing debate in the field of management and organization studies is whether globalization is giving rise to universal ways of working. This study contributes to the debate by turning the attention to management consultancy work, an area of economic activity that is often said to be highly globalized. Drawing on qualitative research conducted in three nations – Britain, France and Germany – it explores whether and how far the informal client relationships developed by management consultants vary across countries. The findings not only reveal commonalities but also significant differences in how consultants in the three different national contexts approach issues of location, work/private life boundaries, and hierarchy in their client relationship development work. We, thus, find that despite globalization pressures, cross-national differences in management consultancy work continue to matter.