ABSTRACTSmall manufacturing firms responded to a consultant utilization survey with 71.6% indicating no current usage other than accountants and attorneys. Variables identified by previous research were subjected to discriminant analysis to develop a model of demographic factors significant in the orientation of consultant users versus non-using firms. Using random splits of the total valid sample (n = 210) the discriminant function was able to predict usage classification at an average rate of 72.11%, an average of 30.65% improvement over random chance. The function was able to accurately predict the classification of non-users in nearly 90% of the cases. A model of the consultation process, from the client perspective, is presented with discussion of the impact of demographic predisposition and perceptual/attitudinal barriers on the selection of outside consultants for assistance.