Die Einflussnahme verschiedener Personengruppen auf den Erfolg eines Beratungsprojekts

The article deals with the question of which persons or groups of persons have a particular influence on the success or failure of a consulting project in which phases. The analysis assigns a group of people from the buying center/selling center concept, from the promoter/opponent concept and from the project management of an M&A project to the phases of an ideal-typical consulting process. The article concludes with a structuring of the various project resistances and shows how the planned changes can be successfully implemented despite these resistances.