Ever encountered a client who's cynical about the value of consulting? Ever gotten frustrated by a sceptical reaction from a client to what you know is an excellent proposal? If you have (and most people have), then you've encountered what I call the consulting paradox.

Almost every major organization in the world today uses consultants and uses them on a regular basis. And, on average, 65 percent of a firm's business comes from repeat client business.

That would seem to corroborate what I've seen in every survey (whether done by an independent market research company or by a consulting firm for its own planning purposes). They all suggest very high levels of satisfaction with consultants.

Yet, if we listen to discussions in the media, conferences, and even round the dinner table, the perception of consultants is often negative. Why the paradox? Why, when satisfaction levels are so high, is the public reputation of consultants apparently so low?

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