2.

1 Definition of key terms

 Management
According to Henri Fayol (1930) Management is defined as the act of forecasting, planning,
organizing, commanding, coordinating and controlling activities of others.
 Consulting
Is the practice of providing professional or expert advice to organization in order to improve
their performance or assist in achieving any sort of organizational objectives.
 Consulting Management
Sabath, Robert E. & Kubr, M. (2002) define management consulting as “an independent
professional advisory service assisting managers and organizations to archive organizational
purposes and objectives by solving management and business problems, identifying and
seizing new opportunities, enhancing learning and implementing changes.”
However Collins (2004, p. 554) argues, “The term management consulting is so broad that its
definition has defied the efforts of management consultants themselves. In fact, a committee
of management consultants…recently concluded that the term cannot be defined” 
This demonstrates how consulting has developed into a broad profession that is challenging
to precisely define. In essence, it's difficult to define management consulting.  Other writers,
professional groups, and management consulting institutions have employed different
definitions that are somewhat similar. Some of other definitions of management consulting
from different scholars are as follows;
 L. Greiner & R. Metzger (1983).
“Management consulting is an advisory service contracted for and provided to organizations
by specially trained and qualified persons who assist in an objective and independent manner,
the client organization to identify problems, analyze such problems, recommend solutions to
these problems and help when requested in the implementation of solutions”
 The International Council of Management Consulting Institutes (ICMCI) 
Defines consulting management as "the provision of independent advice and assistance about
the process of management to clients with management responsibilities” (Sabath & Kubr,
2002)
 Management Consultancies Association (MCA)
“The rendering of independent advice and assistance about management issues, this includes
identifying and investigating problems and/or opportunities, recommending appropriate
action and helping to implement those recommendations.”  (MCA, 2009).
Other writers, professional groups, and management consulting institutions all employ
definitions that are somewhat similar and more or less specific. For instance, the International
Council of Management Consulting Institutes (ICMCI) defines consulting management as
"the provision of independent advice and assistance about the process of management to
clients with management responsibilities” (Sabath & Kubr, 2002).
 Consultant
Consultant (s) is an individual or group of people forming a firm/company, cooperation,
partnership or organization who offers organizations or individuals professional or expert
advice in certain matters like managerial, operations or business activities subject.
Donham (1940, p.33) states that there are various types of services that consultants offer. “He
may be an individual acting as personal advisor to one or a few concerns; he may be part of a
large organization serving clients in numerous industries and localities. He may be a
specialist in procedure, function, or industry; he may be a general practitioner”
 Client
In consulting perspective, a client is an individual or group of people forming a
firm/company, cooperation, partnership or organization who who seek professional or expert
advice solution in certain matters, activities or disciplines like managerial, operations or
business subject facing a problem.
 Consulting assignment (project, case, engagement)
A particular job done by a consultant for a particular client
 Consulting process
The range of activities and the consultant-client interaction in solving the client’s problems
The following are the steps in consulting process
 Tendering /Bidding
The method of acquiring or selecting the best consultant whereby a client invites different
consultants to compete with each other in submitting priced tenders or a bid for works or
services they are capable of offering.
 Request for Tender (RFT)
A formal and structured invitation document to the consultants by the client which specifies
the conditions, form and scope of tender, and evaluation criteria required.
An RFT includes documents outlining the following;
Conditions of tender – rules of the tendering process and response
Form of tender – schedules and details consultant need to include in their response
Scope of tender – details of the services the client requires
Evaluation criteria – specifics of how the client will assess responses
Conditions of contract – particulars of the legal contract to be awarded to the successful
consultant.
 Tender
The document that the consultant submits in the response to RFT acting as an offer, proposal
or quotation to provide the consulting service to the client.

 Bid document
Is set of documents prepared by Phase Shifter Distribution Factor (PSDF) which consists of
Instructions to Training/Service Providers, Terms of Reference (TORs) and forms for
providing information about profile of the organization and Technical & Financial Proposals.

The bid document should follow the following standard structure.

 Contract document
According to the Standard Procurement document “request for proposals consulting services”
(2019) of the World Bank (WB) it defines the word “Contract” in a consulting field
perspective as “means a legally binding written agreement signed between the Client and the
Consultant and includes all the attached documents listed in its Clause 1 (the General
Conditions of Contract (GCC), the Special Conditions of Contract (SCC), and the
Appendices).”

 Requirement for Proposal (RFP)

For consulting services “RFP” is a document that contains all the details about the project and
the client's expectations, giving consultants a clear understanding of the work that needs to be
done and the requirements, which helps them determine whether or not they want to take on
the specific project.  
This document sentt to consultants with the intention of hiring them
The RFP involves the following:

 Purpose
 Scope
 Requirements
 Timeline
 Budget
 Roles and Responsibilities
 Qualifications and Experience Requirements

 Terms of reference
Are the initial statement issued by the client (or a consultant on behalf of the client) stating
the work to be undertaken including definition of the objectives, goals and scope of the
services, and where applicable the means to be used by the assignment executing consultant.
These terms are then utilized to start a formal selection process to choose a different
consultant to carry out the task. The consultant who was hired to develop the terms of
reference might not participate in the following stage. (Robert E. & Kubr, M., 2002)

Terms of reference-Checklist
1. Description of the problem(s) to be solved
2. Objectives and expected results of the assignment (what is to be achieved, final
product)
3. Background and supporting information (on client organization, other related projects
and consultancies, past efforts to solve problems, etc.)
4. Budget estimates or resource limits
5. Timetable (starting and completion dates, key stages and control dates)
6. Interim and final reporting (dates, forms, to whom, etc)
7. Inputs to be provided by the client (further information and documentation, staff time,
secretarial support, transport, etc)
8. Exclusions from the assignment (what will not be its object)
9. Constraints and other factors likely to affect the project
10. Profile and competencies of eligible consultants (education, experience, working
language, etc)
11. Requested and consultant inputs into the project (number of consultants, training
inputs, other services)
12. Contact persons and addresses.
  Bill of quantity (BOQ)
This is s a document created by the cost consultant (usually by a quantity surveyor) that lists
the measured quantities of the work items for the project that are indicated by the drawings
and specifications in the tender papers.

Quantities may be expressed as counts, lengths, areas, weights, volumes, or times. A

specification and a finished design are prerequisites for creating a bill of quantities. A bill of
quantities is provided to bidders so they can estimate the cost of performing the task.

2.2 Distinction between consulting management and management consulting  

According to Larry Greiner and Robert Metzger, Management consulting is an advisory

service contracted for and offered to organizations by specially trained and qualified
individuals who help the client organization identify management problems, analyze them,
recommend solutions to those problems, and assist, as needed, in putting those solutions into
practice.

2.3 Categories of Management Consulting

2.3 Phases/Steps of consulting process

While most large firms in the groups above provide consulting in corporate strategy,
company organization, business restructuring and other general management issues, some
firms are particularly focused on this area and position themselves as advisers to management
on key issues of strategy (the so called “strategy houses) and total business development.
 REFERENCES
The public procurement Act, [Cap. 348 R.E 2011]
Fayol H. Coubrough J. A. & International Management Institute (1930) “Industrial and
General Administration”. Sir I. Pitman & Sons, Ltd., London.