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

July 2015

Beginner

232 pages

4h 25m

English

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CONSULTING: THE BASIC PROPOSITIONWHO IS QUALIFIED TO BE A CONSULTANT?REPRESENTING A CONSULTING ORGANIZATIONETHICS IN CONSULTINGCONSULTING VERSUS SELLINGCHAPTER SUMMARY
BASIC PREPARATIONDETAILED PREPARATIONENGAGEMENT-SPECIFIC PREPARATIONCHAPTER SUMMARY
POSITIONING: THE PERSONAL INTRODUCTIONPOSITIONING: THE CORPORATE INTRODUCTIONCHAPTER SUMMARY
SETTING THE MEETING OBJECTIVESCOMPOSING THE CONSULTING PARTICIPANT TEAMAGREEING ON THE TEAM PLANSTRUCTURING THE INTERACTIONCHAPTER SUMMARY

CASE SCENARIOMEETING PREPARATIONEXPLORING AN OPPORTUNITY: THE SET-UP PHASEEXPLORING AN OPPORTUNITY: THE MEETING BODYEXPLORING AN OPPORTUNITY: THE CLIENT DIALOGUEEXPLORING AN OPPORTUNITY: THE CLOSURE PHASETHE MEETING OUTCOMECHAPTER SUMMARY
CASE SCENARIOMEETING PREPARATIONPRESENTING A SOLUTION APPROACH: THE SET-UP PHASEPRESENTING A SOLUTION APPROACH: THE MEETING BODYPRESENTING A SOLUTION APPROACH: THE CLIENT DIALOGUETHE MEETING OUTCOMETHE ROLE OF AN ADVISER: CHALLENGING YOUR CLIENTCHAPTER SUMMARY
CASE SCENARIOMEETING PREPARATIONSCOPING A STUDY: THE SET-UP PHASESCOPING A STUDY: THE CLIENT DIALOGUETHE MEETING OUTCOMECHAPTER SUMMARY
SELECTING THE CONTENTPRACTICES TO AVOIDCHAPTER SUMMARY
THE 50:50 RULEDELIVERING THE RESULTOPTIMIZING THE CLIENT EXPERIENCECHAPTER SUMMARY
THE IMPORTANCE OF ADAPTABILITYDEALING WITH CLIENT-RELATED OBSTACLESCHAPTER SUMMARY
THE DEDUCTIVE METHODTHE INDUCTIVE METHODCOMPARING THE METHODSCOMBINING THE METHODSDOCUMENTING THE ARGUMENTPRESENTING AN ARGUMENTCHAPTER SUMMARY

NOTES

Elaine Biech

Debra Paul, Christina Lovelock

Elaine Biech

Jay Niblick, Marshall Goldsmith

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