SMALL TECHNOLOGY-BASED PROFESSIONAL CONSULTANCY SERVICES IN THE UNITED-KINGDOM

Despite the growing evidence of the use by larger manufacturing organi sations for specialist professional service companies that can provide a specific technological input, there has been little research that h as examined this phenomenon. This article focuses, therefore, on the p rocesses by which such technical consultancies and their initial clien t relationships are formed. It is based on a series of in-depth, quali tative interviews with the owners/principals of 12 such organisations in the North-East of England. It reveals that most consultants had wor ked in a technical position in a large organisation before starting th eir own business, and that consultants may be classified as 'opportuni st', 'lifestyle' or 'accidental'. Initial relationships with clients w ere found to vary considerably, as were strategies for development.