Success Strategies and Knowledge Transfer in Cross-Border Consulting Operations

This work analyzes the international operations of consulting firms. Apart from developing a theoretical framework which differs from traditional theories about international trade, the main issues analyzed in this book are: success determinants when tendering for international consulting contracts; the choice between exports, acquisition of a local firm or establishing a Greenfield office when entering foreign markets; the extent and nature of knowledge transfer to emerging markets; the role of development agencies in international consulting projects; the trend towards, and consequences of, more management services included in international projects; and the effects on competition when state-owned consulting firms are allowed to operate in the international market. The empirical analysis of these issues is based on a database of individual tender documents which Swedish consulting firms have submitted abroad.