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Boyd, D and Kerr, E (1998) An analysis of developer-clients' perception of consultants. In: Hughes, W (Ed.), Proceedings 14th Annual ARCOM Conference, 9-11 September 1998, Reading, UK. Association of Researchers in Construction Management, Vol. 1, 88–97.

  • Type: Conference Proceedings
  • Keywords: client; communication; perception; relationship
  • ISBN/ISSN: 0 9534161 0 0
  • URL: http://www.arcom.ac.uk/-docs/proceedings/ar1998-088-097_Boyd_and_Kerr.pdf
  • Abstract:

    Commercial developers provide an important source of business activity in the construction sector. In this they are powerful stakeholders who command the fates of organizations and also a high profile commentary on the industry. In the latter, they have presented a criticism of both consultants and contractors who they consider do not perform well in their tasks. A small set of interviews were conducted with a range of senior people who have the role of clients for major developers. The aim of these interviews was to improve understanding of client thinking so that a more productive relationship between them and consultants could be initiated for the benefit of both parties. The results showed a problem in communications that occurred because of the different ways that each viewed the world. A model of developer-client and consultant interaction is presented which shows how different perceptions and expectations affect the working relationship and how these perceptions are reproduced. Awareness of this should enable consultants to understand the needs and actions of developer clients better and for each to be more reflective on their practice.