KEY SUCCESS FACTORS OF CONSULTING ACTIVITIES

Analyzing, systemizing and generalizing scientific works of many scientists, it was considered the interpretation of the concept of «key success factors». The recommended definition of «key success factors for consulting firms», is the factors associated with consistency of action when interacting with customers to achieve total synergy target. In the result of the study identified and systematized the main key success factors for consulting firms in interaction with clients (coordination of the objectives of the development strategies of interaction, coordination of resource needs and capabilities of the consulting firm and clients; negotiation strategies and tactics of resource allocation consulting firms and clients; coordination of goals and objectives between the consulting firm and the client; coordination of the approach to the settlement between consulting firm and the client; agreement expected synergies from the interaction between the consulting firm and the client; agreement expected effectiveness consulting firm). The authors proved that the key success factors of consulting firms formed on the basis of coordination with the client and classifies the basic components of agreement: the initial intention, the desired goals, constraints, available resources, the analysis, the General plan. Defines the role of information in the interaction of consulting firms with clients. Reliable information allows the consulting firm to anticipate customer needs and continually provide value: access customer data; managing the life cycle of the client; proactive involvement; the client software. The authors prove that carefully watching the behavior of the client and understanding his goal, a consulting firm can find a solution to the problems about which they did not even know, and prepare them to actions that will lead to the desired result. Prospects of further studies in this direction are connected with the definition of the theoretical aspects and methodological approach to the evaluation of the synergistic effect of interaction between consulting firms with a client.