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

PART IICASE STUDIES

This part of the book will demonstrate how the fundamental principles introduced in Part I can be applied successfully in practice. Three case studies are presented that reflect common consulting situations, each requiring a somewhat different approach.

Case Study 1, set in the consumer electronics industry, examines a meeting whose purpose is to explore a new consulting opportunity and gather initial requirements.

Case Study 2, set in the insurance industry, examines a meeting where consultants are required to discuss a solution approach with a client.

Case Study 3, set in the airline business, examines a meeting whose purpose is to engage with a client to agree upon the scope of an analytical study to investigate a complex, yet abstract issue.

The case studies are documented in some detail with the intention that the reader, after reviewing each case, will gain an understanding of how to handle each of these situations.