17 September 2023

Written By Damian Hickey

Let’s face it straight on. In the world of consulting there are two distinct approaches. 

Consultancies like Accenture and Deloitte, which work to create client dependency, and Vendor agnostic consultants like ourselves at Naarm Consulting, who foster enablement, independence and flexibility. 

The former is always a disaster for clients. You won’t read that in pretty much any media outlet. They are in turn, dependent on the advertising income from the large dependency consultants.

How dependency is created

I’ve worked on several projects beside Tier 1 consultancies. They operate dual track processes to isolate C-suite decision makers from their trusted internal advisors.

Track1: Isolate senior managers by gaslighting them about all the potential future solutions a great consultancy can offer.

• Start them off with a pre-product that is easy to pay for. Well, at least until it grows.

• Tell them constantly about how important their decisions are how they will be a great position to make decisions

• Progressively let them down and gaslight them about all the complicated things they have discovered 

Track2: Sideline anyone with independent thinking like architects and other senior staff. This is done systematically:

• Load them up with work describing the current state

• Wait for them to start missing the arbitrary deadlines

• Paint them as inefficient and even better as disruptive

Dangers of dependency

Consultancies like Accenture and Deloitte can seem convenient for clients, but they lead to a dangerous level of dependency:

• Recycled solutions: To increase profits, dependency consultants stifle the independence and innovation of their staff. This might sound crazy but they go so far as limiting changes to client presentations to 15% for each client. 

• Vendor Lock-In: They partner with specific technology vendors and only recommend vendors who lead to vendor lock-in. Clients become reliant on these vendors, limiting their ability to choose the best-fit solutions for their evolving needs.

• Complexity and Cost: These consultancies recommend complex, customised solutions that require ongoing support and maintenance. This complexity results in higher costs over time and a continued need for the consultancy's services.

• Lack of Objectivity: The close relationships between consultancies and technology vendors compromises objectivity. Recommendations prioritise the consultancy's partnerships and income streams over the client's best interests.

• Limited Innovation: Dependency on a single consultancy can stifle innovation. Clients may become too reliant on external expertise, hindering their internal capabilities.

The vendor-agnostic difference

In contrast, vendor-agnostic consultants like Naarm Consulting prioritise client independence and flexibility. Here's how this approach benefits businesses:

• Objective Advice: Vendor-agnostic consultants provide objective advice. They don't have vested interests in specific vendors or solutions, ensuring recommendations align with the client's best interests.

• Tailored Solutions: These consultants focus on finding the best solutions for the client's unique needs, rather than pushing pre-determined vendor products. This leads to more tailored and cost-effective solutions.

• Reduced Lock-In: Vendor-agnostic consultants help clients avoid vendor lock-in by recommending open-source or widely adopted technologies. This empowers clients to make changes when needed without significant disruption.

• Empowering Clients: Rather than fostering dependency, vendor-agnostic consultants aim to empower clients. They transfer knowledge and skills to internal teams, enabling clients to manage and innovate their systems independently.

Making the Right Choice

When seeking consulting services, carefully consider your objectives and long-term goals. While consultancies like Accenture and Deloitte offer a wide array of services, they lead to dependency on specific vendors and ongoing consulting support. On the other hand, vendor-agnostic consultants like Naarm Consulting prioritise client independence, offering objective advice and tailored solutions.

Ultimately, the choice between these two approaches depends on a company's specific needs and priorities. After all, until recently, no-one got sacked for choosing PWC. 

In the rapidly evolving world of technology and business, adaptability and independence are valuable assets. It's crucial to select a consulting partner aligned with your organisation's vision and committed to your long-term success rather than fostering dependency.