Skip to Main Content
Advanced Consulting
book

Advanced Consulting

by Bill Pasmore
April 2020
Intermediate to advanced content levelIntermediate to advanced
240 pages
6h 3m
English
Berrett-Koehler Publishers
Content preview from Advanced Consulting

SIXWhat You Need to Do, Part 2: New Client Acquisition

In 1975 Herb Shepard, one of the “fathers” of organization development, penned a list of “Rules of Thumb for Change Agents” (Shepard 1975). The first was “stay alive,” by which he meant that the consultant shouldn’t take actions that result in being dismissed by the client if the intent is to be of help. It’s hard to do good work after getting yourself fired. While this seems obvious, Herb felt he needed to say it because he observed that many consultants were standing their ground on value differences or arguing over the path forward with their clients, with the result that they were walking away from the work. They felt proud of themselves for sticking to their guns but Herb thought such ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Consulting Basics

Consulting Basics

Joel Gendelman
Maximizing the Value of Consulting

Maximizing the Value of Consulting

Jack J. Phillips, William D. Trotter, Patricia Pulliam Phillips
Performance Consulting, 3rd Edition

Performance Consulting, 3rd Edition

Dana Gaines Robinson, James C. Robinson, Jack J. Phillips, Patricia Pulliam Phillips, Dick Handshaw

Publisher Resources

ISBN: 9781523088089