ABC’s Search for the Pied Piper of Consultants

Abstract

The case provides rich description of an actual decision making situation related to selection of a consulting company. An Indian company that has recently acquired a US-based manufacturer of widgets, intends to capture 20% market share in the Indian widget market. When in-house efforts did not yield results, the company decided to explore the option of hiring an external consulting firm to develop a growth strategy. The case provides the perspectives of various stakeholders as they examine the various trade-offs involved in the selection of a strategy consultant. Why should a firm hire an external consultant and which one should they choose are the major questions addressed through this case.