Art of Consultancy : a Powerful Toolkit to Becoming a Top Consultant.

""This is the practical approach I wish I had come across much earlier in my career."" Cynthia Pexton-ShawWhether you are just starting out, considering or already working as a consultant this book is essential reading, enabling you to understand the needs of your client and to g...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Markham, Calvert
Formato: Electrónico eBook
Idioma:Inglés
Publicado: London : Legend Business Books, 2019.
Temas:
Business consultants.
Conseillers d'entreprise.
Business consultants
Acceso en línea:Texto completo
Tabla de Contenidos:
  • Cover; Title; Copyright; Contents; Foreword; Preface; Introduction; Chapter 1
  • Overview of the delivery process; Entry; Contracting; Diagnosis; Intervention; Closure; Chapter 2
  • Entry; So, who am I?; Consultant roles; The consultant as an outsider; Chapter 3
  • Contracting; Revisiting terms of reference; Planning a consultancy project; Preparing the project plan; Practical operating; Questions of standards and ethics; Chapter 4
  • Diagnosis; Problem solving; Data collection; Constraints on data collection; Forming conclusions; Chapter 5
  • Intervention
  • Recommendations are conclusions adjusted for the process of changeOrganisational readiness for change; The process of change; Techniques for assisting change; Words of consolation; Chapter 6
  • Closure; Completing a project; Deriving ongoing commercial value; Deriving value for the practice; Chapter 7
  • Analytical tools and techniques; Generic data collection techniques; Structured data collection tools; Data analysis techniques; Some useful models; Chapter 8
  • Reporting to clients; Reports to clients; Preparation; Writing reports; Making presentations; Informal presentations; Review
  • Chapter 9
  • Influencing clientsThe power of the consultant; The response to consultants' influence; Preparing and presenting a persuasive case; Processes of social influence; Improving your influencing skills; Chapter 10 -Designing and presenting training sessions and workshops; Creating a training specification; Designing training sessions; Improving training presentations; Running workshops; Chapter 11
  • Marketing and selling consultancy projects; The marketing and sales process; Promotion; Prospection; Proposition design; Pitching; Chapter 12
  • The business of consultancy
  • The consultancy business processRule 1: Maintain utilisation; Rule 2: Invest non-fee-earning time carefully; Rule 3: Control the cash; What do the three rules mean in practice?; Chapter 13
  • The practice environment; Becoming a consultant; A model of the consulting business; Working in a consulting practice; And finally ... ; References; Publishing history

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