Eden Mccallum: A Network-Based Consulting Firm (A)

Posted: 25 Nov 2011

See all articles by Heidi K. Gardner

Heidi K. Gardner

Harvard Law School

Robert G. Eccles

University of Oxford - Said Business School

Date Written: November 23, 2011


Eden McCallum pioneered the network-based ("virtual") consulting firm model in the UK. Contracting freelance consultants on a per-project basis keeps overheads lean so that Eden McCallum's fees are a fraction of the big firms' rates. Their flexible, low-cost model has attracted top-notch corporate clients, resulting in steady double-digit annual growth in its first nine years. In January 2009, however, the global economic crisis has dramatically reshaped the competitive landscape and the founders must decide between pursuing their high-growth strategy versus retrenching - including cutting costs and pulling out of their first international expansion that they had launched the prior year. This case explores how the elements of a firm's innovative model reinforce each other and what happens when the environment changes.

Suggested Citation

Gardner, Heidi K. and Eccles, Robert G., Eden Mccallum: A Network-Based Consulting Firm (A) (November 23, 2011). HBS Case No. 410-056, Available at SSRN: https://ssrn.com/abstract=1963909

Heidi K. Gardner (Contact Author)

Harvard Law School ( email )

1563 Massachusetts Avenue
Cambridge, MA 02138
United States

Robert G. Eccles

University of Oxford - Said Business School ( email )

Park End Street
Oxford, OX1 1HP
Great Britain

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