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Seven Cs of Consulting, The

Seven Cs of Consulting, The

by Mick Cope
Publisher: PH Professional Business
Release Date: March 2000
ISBN: 0273645110
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Book Description

The consultancy business is booming. For any consultant aiming to survive and grow in this complex world, they need to have a clear and concise change model to hand, one that can guarantee delivery of a wide range of change projects.

Based around the author's 7Cs model (Client, Clarify, Create, Change, Confirm, Continue, Close), The Seven Cs of Consulting offers both budding and experienced consultants a solid and robust framework to enhance their ability to manage any consultancy assignment — from understanding the client's needs through to successful assignment completion and developing new business out of that success. With the help of the crib notes on the pull-out back pocket guide, the 7Cs model will show you how to improve your professionalism and deliver clear and demonstrable results to clients, bringing them back for more.

Table of Contents

  1. Copyright
  2. Preface
  3. About the reader
  4. About the author
  5. Acknowledgements
  6. Introduction
    1. The framework background
      1. Change consulting examples
      2. Change process - the Seven Cs
    2. Navigating the waters
      1. The pocket guide
      2. Consulting environment
      3. The Seven Cs process
      4. Five steps thinking
      5. The rest of the book
    3. Consulting environment
  7. The Seven Cs process
    1. Defining the Seven Cs
      1. Timing
      2. Sequence
    2. An effective client relationship in five steps
      1. Step one: Stool
      2. Step two: Trust index
      3. Step three: Engage
      4. Step four: Push/Pull
      5. Step five: Shadow diamond
  8. The Seven Cs toolkit
    1. Stage one: Client
      1. Orientation
      2. Desired outcome
      3. Change ladder
      4. Situation viability
      5. Decision makers
      6. Ethos
      7. Contract
    2. Stage two: Clarify
      1. Diagnosis
      2. Shadow
      3. Culture
      4. System construction
      5. Stakeholders
      6. Life-cycle risk
      7. Feedback
    3. Stage three: Create
      1. Managed creativity
      2. Creative blockage
      3. Scanning
      4. Storyboard
      5. Resources
      6. Stream owners
      7. Positics
    4. Stage four: Change
      1. Methodology
      2. Energy
      3. Engage
      4. Entry
      5. System dynamics
      6. Uncertainty
      7. Resistance
    5. Stage five: Confirm
      1. Responsible
      2. Timing
      3. Design
      4. Depth
      5. Data map
      6. Consulting performance
      7. Costs
    6. Stage six: Continue
      1. Sustainability
      2. Language
      3. Gravity
      4. Flow
      5. Knowledge transfer
      6. Knowledge management
      7. Diffusion channels
    7. Stage seven: Close
      1. Client's view
      2. Outcome review
      3. Learning
      4. Added value
      5. Value management
      6. Value differentiation
      7. Build
      8. Re-engage
      9. Exit
  9. Seven Cs in action
    1. The reality
      1. 3M mapping
      2. Skills
      3. Negotiate (client)
      4. Inquire (clarify)
      5. Facilitate (create)
      6. Influence (change)
      7. Decision making (confirm)
      8. Reflect (continue)
      9. Coach (close)
      10. Client understanding
      11. Client meetings
  10. Model deconstruction
  11. Bibliography