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Internal Consultant : a Fifty-Minute Book.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Menlo Park :
Course Technology Crisp,
1997.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- ""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""ABOUT THE SERIES""; ""CONTENTS""; ""DEDICATION""; ""INTRODUCTION""; ""SECTION 1 What Is an Internal Consultant?""; ""THE INTERNAL CONSULTANT""; ""CONSULTANTS� SPECIAL CHALLENGES""; ""HOW AND WHY PEOPLE BECOME INTERNAL CONSULTANTS""; ""Career Enrichment""; ""CONSULTING COMPETENCIES FEEDBACK""; ""SECTION 2 How to Define Yourself as a Consultant""; ""WHAT IS THE CUSTOMER-SUPPLIER CHAIN?""; ""HOW DO YOU FIT INTO THAT CHAIN?""; ""WHAT DO CLIENTS NEED FROM YOU?""; ""WHY CONSULTANTS NEED TO BE REAL""; ""Author�s Response""
- ""Lesson 1: Most People Are Ambivalent about Hearing Honest Feedback""""Lesson 2: They Often “Shoot the Messenger�""; ""Lesson 3: Build Rapport and Trust with Your Client Before Beginning Intensive Work""; ""Lesson 4: Client Resistance Can Happen Anywhere, Anytime and at Any Level""; ""IN-HOUSE CONSULTANTS: SPECIAL CONSIDERATIONS""; ""SECTION 3 The Eight-Phase C-O-N-S-U-L-T-S Process""; ""THE INTERNAL CONSULTING PROCESS""; ""PHASE 1: CONTACT""; ""First Impressions""; ""FINDING DECISION MAKERS""; ""WHEN IS THE BEST TIME TO MAKE CONTACT?""; ""CONTACT OBSERVATIONS""; ""PHASE 2: OUTCOMES""
- ""CONSULTANT�S ANALYSIS OF THE SITUATION""""PHASE 3: NEGOTIATE NEEDS""; ""COMMON NEGOTIATING POINTS""; ""Time Commitment on Both Sides""; ""Method for Data Gathering""; ""Specific Objectives and Timeframes""; ""Administrative Support""; ""Budget""; ""Check-in Periods""; ""Ongoing Form of Communication""; ""Relationship Issues""; ""Location/Office Space""; ""Additional Points to Clarify""; ""PHASE 4: SEARCH FOR DATA""; ""WHY DO DATA GATHERING?""; ""INFORMATIONAL INTERVIEWING GUIDELINES""; ""Interview Guidelines""; ""Setting Up the Interview""; ""Preparing for the Interview""
- ""Starting the Interview""""Conducting the Interview""; ""Listen Actively""; ""Taking Notes""; ""Closing the Interview""; ""PHASE 5: UNDERSTAND AND FEED BACK DATA""; ""THE THREE METHODS""; ""Method 1: Gap Analysis""; ""Method 2: Forced-Field Analysis""; ""FORCE-FIELD ANALYSIS""; ""Method 3: The Four Ps Analysis""; ""TIPS FOR RECEIVING FEEDBACK""; ""PHASE 6: LAY OUT ACTION PLAN""; ""DEVELOPING A UNIFIED PLAN""; ""Activity #1""; ""Activity #2""; ""Activity #3""; ""WRITING OUT THE UNIFIED ACTION PLAN""; ""PHASE 7: TRACK RESULTS""; ""PHASE 8: SET IN MOTION""
- ""SECTION 4 Understanding and Working with Resistance""""WHAT IS RESISTANCE?""; ""HANDLING RESISTANCE""; ""STRATEGIES FOR RESISTING RESISTANCE""; ""Your Own Blocks""; ""APPLYING WHAT YOU LEARNED""; ""SECTION 5 How to Market Yourself Inside the Organization""; ""POSITIONING YOURSELF IN THE MARKET""; ""Create Your Positioning Statement""; ""DESCRIBING YOUR BENEFIT""; ""NOW IT�S YOUR TURN. READY? GO�""; ""PACKAGING YOUR SERVICES""; ""GETTING CREDIBILITY""