The practice of professional consulting /
Despite the size of the consulting industry and its attractiveness to business school graduates, there is a dearth of agreement about what constitutes ""professionalism"" in consulting. The Practice of Professional Consulting provides the most comprehensive introduction to the fi...
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
San Francisco :
Jossey-Bass,
©2012.
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| Subjects: | |
| Online Access: | CONNECT |
Table of Contents:
- More Praise for The Practice of Professional Consulting; Title page; Copyright page; Contents; About This Book; Preface; Acknowledgments; PART ONE: Setting the Stage; CHAPTER ONE: The Nature of Consulting; It's an Industry; Types of Consulting; Scope of Consulting; Thinking as a Consultant; Work of Consultants; Trusted Consultant and Advisor; Consultant Qualifications; What Is Professional Consulting?; Conclusion; CHAPTER TWO: Why Companies Hire Consultants; Why Consultants Are Needed; Faster, Bigger, Better, Cheaper Outcomes; Faster; Bigger; Better; Cheaper; Management Conundrum
- Forces That Drive Business ConsultingExpectations of Consultant Services; Changes in Client's Business and Organization Needs; Future Challenges; Conclusion; CHAPTER THREE: A Model for Professional Consulting; What Do We Mean by "Process"?; A Framework for Consulting; The Four Stages of Consulting; The Four Roles of Consulting; Consulting Competencies; Conclusion; PART TWO: Applying the Model; CHAPTER FOUR: Stage One: The Developing and Designing Process; Stage One Competencies: Winning the Business; Understanding the Client's Business and Industry; Making a Good First Impression
- First Meeting DynamicsFirst Impressions; Rapport; Questions and Worries; Having All the Answers; Communication of the Client's Problem; Conclusion; CHAPTER FIVE: Stage One, Continued: Assessing Client Needs and Managing Expectations; The Purpose of Conducting a Needs Assessment; Types of Questions: The Fundamentals; Closed Questions; Open Questions; Leading Questions; Loaded Questions; Conducting a Needs Assessment: A Question Strategy; Situation Questions; Problem Questions; Implication Questions; Need-Payoff Questions; Problem Reframing; Needs Assessment: Listening Actively
- The Proposal Development ProcessProposal Development; Changes in Price; Managing Expectations; Clients' Expectations; Project Team; Consulting Firm's Management; Conclusion; CHAPTER SIX: Stage Two: The Mobilizing and Aligning Process; Stage Two Competencies: Mobilizing and Aligning; Work and Project Plan Reviews; Basis of the Proposal; Work Plan; Project Plan; Application Rates; Resource Challenges; Presenting Project Attractiveness; Influencing Firm Management; Timing the Project; Risk Assessment Factors; Dealing with Unknowns; Project Size; Changes in Client Environment
- Methods and TechnologiesProject Structure; Project Launch Meetings; Premeeting Phase; Opening Phase; Discussion Phase; Closing Phase; Conclusion; CHAPTER SEVEN: Stage Two, Continued: Turning a Consulting Group into a Team; Defining a Team; Stages of Team Development; Diagnosing Project Team Performance; How Team Building Is Conducted; Special Problems in Building Project Teams; Team Problem: Resistance; Team Problem: Dominant, Damaging Member; Team Problem: Loss of Members; Team Problem: Ongoing Maintenance; Characteristics of High-Performing Teams
