Case | HBS Case Collection | August 2011 (Revised November 2012)

Michael Lester at Lachlan Consulting

by Anthony J. Mayo and Joshua D. Margolis

Abstract

Michael Lester, a consultant with Lachlan, was frustrated by his client's unwillingness to provide key data for an important presentation. Lester must decide how best to confront Nadine Robert, his client, knowing that his personal success and the reputation of his consulting firm hinge on his ability to build and sustain a strong relationship. How firm should he be with the client? What type of feedback would help this situation?

Keywords: Outcome or Result; Training; Customer Focus and Relationships; Interpersonal Communication; Success; Reputation;

Citation:

Mayo, Anthony J., and Joshua D. Margolis. "Michael Lester at Lachlan Consulting." Harvard Business School Case 412-041, August 2011. (Revised November 2012.)