The Consultant's Handbook : A Practical Guide to Delivering High-Value and Differentiated Services in a Competitive Marketplace.

Cover -- Title Page -- Copyright -- Contents -- Acknowledgements -- About the Author -- Introduction -- Part I: Consulting Fundamentals -- Chapter 1: What is Consulting? -- Consulting: The Basic Proposition -- Who is Qualified to be a Consultant? -- Representing a Consulting Organization -- Ethics in Consulting -- Consulting Versus Selling -- Chapter Summary -- Chapter 2: Preparing to Consult -- Basic Preparation -- Detailed Preparation -- Engagement-Specific Preparation -- Chapter Summary -- Chapter 3: Establishing Credibility -- Positioning: The Personal Introduction -- Positioning: The Corporate Introduction -- Chapter Summary -- Chapter 4: Managing Client Meetings -- Setting the Meeting Objectives -- Composing the Consulting Participant Team -- Agreeing on the Team Plan -- Structuring the Interaction -- Chapter Summary -- Part II: Case Studies -- Case Study 1: Exploring a New Consulting Opportunity -- Case Scenario -- Meeting Preparation -- Exploring an Opportunity: The Set-Up Phase -- Exploring an Opportunity: The Meeting Body -- Exploring an Opportunity: The Client Dialogue -- Exploring an Opportunity: The Closure Phase -- The Meeting Outcome -- Chapter Summary -- Case Study 2: Presenting a Solution Approach -- Case Scenario -- Meeting Preparation -- Presenting a Solution Approach: The Set-Up Phase -- Presenting a Solution Approach: The Meeting Body -- Presenting a Solution Approach: The Client Dialogue -- The Meeting Outcome -- The Role of an Adviser: Challenging Your Client -- Chapter Summary -- Case Study 3: Scoping a Study -- Case Scenario -- Meeting Preparation -- Scoping a Study: The Set-Up Phase -- Scoping a Study: The Client Dialogue -- The Meeting Outcome -- Chapter Summary -- Part III: Additional Topics -- Chapter 5: Proposing a Consulting Service -- Selecting the Content -- Practices to Avoid -- Chapter Summary.

Chapter 6: Delivering a Consulting Service -- The 50:50 Rule -- Delivering the Result -- Optimizing the Client Experience -- Chapter Summary -- Chapter 7: Client Interactions and Related Obstacles -- The Importance of Adaptability -- Dealing with Client-Related Obstacles -- Chapter Summary -- Chapter 8: The Skill of Advising -- The Deductive Method -- The Inductive Method -- Comparing the Methods -- Combining the Methods -- Documenting the Argument -- Presenting an Argument -- Chapter Summary -- Additional Reference Material -- Index -- Notes -- EULA.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.