Cornell Business

Issue date: 4/6/00 Section: Diversions

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If you can't figure it out from the book title, perhaps a selection of chapter titles will help you understand: Consulting Spycraft (Ch. 3), The Hierarchy of Fear (Ch. 5), Zirconium Proposals (Ch. 12). That's right, Consulting Demons is not kind to the consulting industry. Lewis Pinault spent more than a decade rising through the ranks of management consulting's most esteemed players, including the Boston Consulting Group in the U.S. and Japan, Gemini Consulting throughout Europe and Asia, and Coopers & Lybrand, where he became a Financial Institutions partner in Hong Kong. And, if you believe his book, he did it by being one of the best in the industry at playing the typical consulting game: lying, cheating and stealing from your customers.

Pinault attempts to outline all of the abuses of power by the consulting firms while taking a moral high ground himself. In this he fails. Instead, he comes across as a jealous and bitter contender who never won the prize fight. Part of the problem is that it's hard to accept his motives. He clearly establishes that he fell into the consulting industry because of his greed for money and power. So, what are his motives for writing the book? Even so, his narrative is well-written and enjoyable, if a little verbose. (After reading Consulting Demons, you'll know more about Pinault's thoughts about the taste of every ingredient in every Asian food dish ever invented.) The book would make a fairly interesting read even if for someone who isn't interested in business. For example, Pinault relates a story about a presentation at a steel industry conference in Thailand. The firm's industry specialist drops out at the last minute, leaving Pinault to pose as an expert for a key presentation. As Pinault crams the night before, deftly attempts to avoid interacting with other conference attendees and industry press before the presentation, and engages in smoke-and-mirrors tactics to pass himself off as an expert during the presentation and Q & A session, the anticipation builds. Will Pinault be found out? Will Pinault get off? Or, could Pinault conceivably pull off acquiring a project?

But, the typical business school student isn't likely to read Consulting Demons for the entertainment. And, whether you plan on entering the consulting industry or hiring consultants at some point in your career (and who won't be doing one or the other?), Consulting Demons should be highly valuable. For prospective consultants, the book describes the havoc the job can play on your personal life and your health, and it also details the excitement and intensity one can get from working with extremely bright people in (sometimes) interesting and dynamic circumstances. For prospective consultant users, Consulting Demons provides a warning and guidelines to help the "buyer beware." At the end of each chapter, Pinault has included sections that he calls "Consulting Demonology, mini treatises on the real ins and outs of the business." (example: Chapter 3: Client Beware: Consultants' Spycraft Charms) At the very least, prospective consultants will want to read The Alchemy of Getting a (Good) Offer From a Leading Consulting Company at the end of Chapter 2.

So, overall, Consulting Demons is well worth the time and money a business student might spend. Pinault spins a good story, and issues a few warnings about putting too much faith in the consulting industry. Will this book really change the industry? No. Consulting firms will grumble about Pinault for a while and other companies will grumble a little bit about getting ripped off. But, the only real effect Consulting Demons will have is to make prospective consultants and consulting customers a little bit better informed. And that's good for everyone.

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