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Forward
  A Consultant's Casebook
about me: Andres Inn, Ph.D. Forward![[Under Construction]](http://internatlconsult.tripod.com/images/undercon.gif) [ Defining the Research Problem ] [ Assessment Centers ] [ The Measurement of Change ] [ Casebook Table of Contents ] [ Search ] [ Feedback ]     
Foreword
I am shortsighted.
I wear minus prescription lenses. Without my glasses I see blurry
outlines. Maybe that's why I tend to focus on details.
Throughout my years as a consultant, I have found that when I understand
the details, I understand the problem. My
approach tends to be very bottom-up.
In addition to my shortsightedness, I am cursed with
eclectic interests. I find myself
fascinated with a problem: turnover, absenteeism, human physical performance,
aberrant employee behaviors, appraisal, compensation, etc., until I have
completed a project in a specific context. Then, I move on to another.
While intellectually satisfying, this approach is not professionally
rewarding. To be known as THE
expert in turnover, job satisfaction or physical performance, would bring
further, similar work in the same field as well as greater professional
recognition in the scientific journals.
In that regard, my consulting career is very different
from that of management gurus who epitomize the top-down approach by identifying
a concept such as excellence, reorganization, organizational development, or
some other generality and describing how it was applied, could be applied, or
has been mis-applied in various organizations.
As entertaining as this approach can be, I still feel I’m listening to
a snake-oil salesman selling the universal cure for anything-that-ails-you..
I don’t believe in universal panacea!
My Ph.D. advisor, Dr. Charles Hulin liked to relate a story about the
introduction of sparrows to New York City.
According to his version, the New York City elders visiting Europe were surprised to see ordinary house sparrows pecking away at the horse manure
in the streets. As New York City
had the horse manure problem in wagonloads, the city fathers imported sparrows
in the hope they would peck away New York’s problem.
Unfortunately, America was blessed with an abundance of alternative and
more palatable foods. And, while
automobiles replaced the horses, and exhaust fumes the horse manure, nothing
replaced the nuisance birds. The
cure can sometimes be worse than the disease – and last longer as well!
So, rather than repeating a buzz-word, promoting the
zeitgeist, or even being guided by an overall theory or concept, I have always
found solutions in the nitty-gritty details of consulting problems.
Sometimes these details are difficult to identify and quantify.
Sometimes they have been evident to everyone except me.
But, in each case, the process details allowed the post-hoc
development of a theory that explained the organizational behavior or phenomenon
I was assigned to investigate..
The elegant simplicity of the approach I advocate is
artfully presented in the user’s manual for iThink simulation and modeling
software. The authors describe an
agricultural economist’s journal article relating milk production/consumption
to population, gross national product, and other economic indicators.
A multiple regression model found a significant relationship between
these economic factors and milk production.
The iThink staff, however, found it difficult to comprehend a model that
excluded as a central feature the number of cows!
I don’t question the significance or validity of such
regression analyses – or even their theoretical interest to some gnome
econometrician working in the basement of the Department of Commerce.
Instead, I fault such research because it has no utility.
If I were paid to investigate the dynamics of milk production or
consumption, my sponsor is likely to want to affect it.
Short of draconian measures, we will not change population figures or
gross national product. On the
other hand, an understanding of what will increase or decrease the size of dairy
herds (taxation, milk prices, zoning policies, etc.) are certainly of great
utility if we want to affect milk production or consumption.
Over my 25+ years of professional consulting experience,
I have undertaken many assignments. The
majority of the assignments were successful on my terms – I developed theories
that explained the problem assigned and were practically useful to the client
organization. The data from my
consulting years offer the details relevant to an explanatory theory of
successful consulting. It is toward this end I share my experiences.
All material is copyrighted! Not to be used without the writtenpermission of Andres Inn. ©2000.Send mail to Andres.Inn@mail.ee with questions or comments about this web site.Last modified: October 19, 2000
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Consulting | experiences | and | assignments | from | around | the | world | in | private | and | public | sectors. |
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