The use of success fees in management consulting

Bärbel Fleischer - 2010

Success fees have become much more important in recent years. You might think this means that both clients and consultants welcome them.

But they are actually the subject of some controversy as regards measuring the performance of consultancy services and how the existing hurdles can be overcome.

Bärbel Fleischer thus examines, using six case studies, how performance is actually measured in companies which use success fees.

She then puts together hypotheses about the use of success fees and proposes several ways of measuring performance.