Choosing to Learn and Learning to Choose: Strategies for Client Co-Production and Knowledge Development

Abstract

Decisions about what types of assignments and clients to prioritize are essential for the strategic development of successful knowledge intensive business service firms (KIBS-firms). Two important considerations that need to be addressed are: the degree to which clients are ready to be efficient co-producers of value and the opportunities for knowledge development available in client co-production processes. Based on experience and several empirical studies, we identify characteristics of assignments and clients that are positively related to knowledge development. These characteristics are: novel tasks with a high degree of customization; multi-disciplinary assignment teams; large assignments; time pressure (to the extent that the tasks are novel and creative); highly knowledgeable clients; and a high degree of client interaction.

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