Building Block Four: Interpersonal Attributes

Whether consulting is concerned with building and deploying information technology systems or dealing with the cold, objective analysis of facts needed to formulate and recommend strategic business options, consulting is fundamentally about people. As we covered in Chapter Four, consulting is a people business. It may sound obvious, but it’s important to keep in mind that people decide whether to engage in buying consulting services. People use computer systems. People listen to recommendations. People accept or reject insurance benefit packages. People have problems that need to be solved. People spend a company’s money for consulting services. When consultants do not make a conscious effort to work ...

Get The Practice of Professional Consulting now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.