Overview

As I have emphasized throughout this book, relationship development and adding value to clients with knowledge are inextricably entwined. In order to transfer knowledge effectively, a deep and highly interactive relationship is required. As the channels for knowledge transfer deepen and widen, they add greater value to the client, providing increased momentum and breadth to the development of the relationship. Seen from another perspective, the direct and meaningful contact on which relationships depend is also the foundation for effective knowledge transfer.

If we continue to further develop the twin themes of knowledge sharing and relationship development, we logically arrive at the concept of co-creating knowledge with clients. The idea of co-creation epitomizes a true partnership, and represents one of the richest possible forms of relationships. Strong value is created for both parties, which usually could not be achieved by working in isolation.

Co-creation of knowledge is appropriate when neither party has an answer to the problem or issues at stake, but by working together they are more likely to create the knowledge relevant to those issues. In addition, involving the client in the actual process of knowledge creation means that it not only has the deepest possible understanding of the knowledge being created, but also develops its own abilities to create knowledge, as a very high level capability. Another benefit, of course, is that not just the client but both parties gain value from the knowledge created. In some circumstances, a firm can be paid handsomely to create knowledge...