Furthermore, managers are focused on other professions, and have little time or energy to perfect the strategy-driven Consulting methods of needs assessment and benefits measurement. That is, it must be business driven, never product driven. Consultants who recommend solutions must have access to the function's entire product line, without preferences for any particular products or services. They bring a broad awareness of all the options, their benefits, approximate costs, and implementation requirements. This independent perspective is critical to the strategic alignment of the entire function.
Consultancy is a profession in itself, and deserves a separate group.
But it's not easy to be business driven and unbiased when you're also expected to be a proponent of a specific product line. Separating the Consultancy from product-oriented groups allows Consultants to be truly objective. Dedicated Consultants help clients buy from any of the function's entrepreneurs. What clients really want are dedicated staff who understand their business in depth, and who represent their interests. They also want people who can deliver world-class solutions at a fair price.