Chapter 3Managing the Consulting Practice to Deliver Value

Providers of consulting services are facing increasing demand to demonstrate their value to the organization and provide maximum impact. This is a more challenging task for internals than externals because of their ongoing role in implementation and continuous improvement. Key factors in demonstrating recognizable value include maintaining a professional management system (including cultivating sponsorship), positioning the business partner role, executing effective marketing and business development, and managing for results.

Maintaining a Professional Management System

In Chapter 1, the success factors for consultants are presented with an emphasis on external consultants. A best practice consulting model for internal consultants, which has been tested and refined, involves several key components in relationships, processes, competencies, culture, and performance.

Effective Relationship Management

Relationship management must be a key area of focus and systematically executed to help ensure longer-term success. It requires a proactive project to engage and cultivate relationships with key sponsors, clients, and other stakeholders. Then these relationships need to be continually monitored to help identify unmet needs, meet expectations, and build trust. Effective relationship management also involves an understanding of how to position the consulting organization for maximum influence and impact on the organization. ...

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