An Elevating Ethics in Consulting Case Study

Take the IMC USA Ethics Challenge! Stretch your Consulting Ethics knowledge and skills by reading this case study on the IMC USA website and the IMC USA Code of Ethics. In the comments, answer these questions. 1.) put yourself in the shoes of the new consultant – what would you do? 2.) Which sections of the Code of Ethics might apply to this case?

The Situation

You’re a new consultant on a project. You’re in an initial meeting with the client, listening to Chuck, the lead consultant, provide a Phase 1 project briefing. Initially, you’re impressed and slightly intimidated by his presentation. You think, “Wow, I’ve got a LOT to learn! I don’t understand a lot of what he’s talking about, and I’ve got 10 years of experience with this type of work.”

However, after another few minutes, Chuck says to the client, “I know this is confusing to you, but we’re experts in this type of work. We’ll guide you through the rest of this Phase and be well prepared to move you quickly and successfully through Phase 2 as well.”

It’s then you start to realize Chuck is intentionally using complex terms and jargon to intimidate the client and make them dependent upon him and your team to see this project through Phase 1 and into Phase 2. The RFP for Phase 2 hasn’t been released yet.

During your post-presentation debrief, you ask Chuck about his presentation and terminology that seemed to be above the heads of the client. Chuck chuckles and replies, “Yeah I know. I do that intentionally. That is how I keep them hooked so we can go deep with the client and their projects and stay deep into their checkbooks!”

What Would You Do?

What would you do in this situation? How would you communicate your concerns (if any) to Chuck, the lead consultant? Take a moment to review IMC USA’s Code of Ethics. What elements of the Code of Ethics for consultants might apply to this situation? Please comment below.

If you’d like to learn more about being an ethical consultant, join IMC USA. All members are required to adhere to the IMC USA Code of Ethics and our Consultant’s Code of Conduct.

The author of this post, Liz Weber, is a Certified Management Consultant® (CMC®) and Certified Speaking Professional (CSP). She is one of fewer than 100 people in the U.S. to hold both designations – the highest earned in two different industries. Liz currently serves as IMC USA’s Ethics Chair. Liz holds an MBA in International Business, has taught for Johns Hopkins University’s Graduate School of Continuing Studies and Georgetown University’s Senior Executive Leadership Program. Liz has supervised business activities in 129 countries, consulted in over 20 countries, written ten leadership books, and currently writes a monthly blog and posts on social media daily.