Jakten på legitimitet
En studie om konsult/klient relationens initieringsfas
Introduction: The work process of a consultant can be divided into five different stages, where the entry stage is the most important when linking the subject to legitimacy. A great deal of research regarding legitimacy exists, although within areas outside of consulting. Through examining consultant's and potential client's perception of what legitimacy is and how it is created we can determine the importance of the phenomena in building a business relationship between these parties. Research question: How does legitimacy arise between a consultant and a client in the entry stage of a work relationship? Purpose: The purpose of this study is to develop a deeper understanding of how legitimacy is created in the initial stage of a new consultant/client relationship. We also intend to examine the qualities and circumstances which lead to a consultant to acquire an assignment. Method: We have, from an inductive approach of research, collected empirical data in order to gain a deeper understanding of legitimacy in the initial stage of a consultant/client relationship. We have through a hermeneutic approach conducted qualitative interviews and also used handbooks in order to collect our empirical material. Conclusion: In order for legitimacy to arise in a consultant/client relationship, a match between what the consultant can offer and what the client wants and needs has to occur. We cannot draw general definite conclusions regarding how to create legitimacy in practice although using our models can increase an understanding of how the process of legitimacy creation plays out.Keywords: Consulting, Legitimacy, Entry stage, Consultant/client relationship