Successful Consulting [electronic resource] : Teach Yourself

Format:

Book

Author/Creator:

Hipkiss, Anna.

Language:

English

Subjects (All):

Business consultants--Vocational guidance.

Business consultants.

Consultants--Vocational guidance.

Consulting firms--Management.

Local Subjects:

Business consultants--Vocational guidance.

Business consultants.

Consultants--Vocational guidance.

Consulting firms--Management.

Physical Description:

1 online resource (336 p.)

Place of Publication:

London : Hodder Education, 2010.

Language Note:

English

Summary:

A simple, straightforward and inspiring guide on how to become the very best consultant in your field, whether starting out or consolidating your career.

Contents:

Cover; Book title; Contents; Meet the author; Only got a minute?; Only got five minutes?; Acknowledgements; 1 What do you want from this book?; Why this book is different; Using this book if you are a self-employed consultant; Using this book if you are a corporate consultant; The thinking behind this book; 2 Consulting excellence at work; The corporate consultant; Case study: Penny Stocks, Partner, Ernst & Young; Case study: Leon Sadler, Regional Professional Services Director, SAP; Case study: David Mitchell, Head of E-Business Practice, Oracle; Common success factors

3 What makes a successful consultant?Putting yourself in the client's place; Case study: Siebel Systems (now part of Oracle Corporation); Client concerns when hiring; The worst sins a consultant can commit; 4 Setting a clear vision; The power of belief; What is your outcome?; Step into your outcome; Measures for success; A positive frame; Testing an outcome; Testing your own outcome; 5 Bringing power to your aim; Commitment strategy; Sharing your outcome; Worth a thousand words; 6 Assessing your resources; Valuing what you already have; Obtaining feedback; Receiving feedback

Building on your strengths7 Tools to make it happen; Act as if; Positive energy; Check your language; Sight, sound or feelings?; Learning style; Role models; Mentors; 8 Client project management; The project manager; Scoping the project; The presenting versus the real problem; The specification - setting objectives; Creating the project framework; 9 Managing client expectations; The perils of over-commitment; Project delays; Meeting deadlines; Handling client delays; Agreeing completion; 10 Avoiding project pitfalls; Agreeing the specification; Contract renegotiation; Contract cover

Reading the signs11 Image; Messages that image conveys; What is image?; My professional uniform; The image consultant's view; 12 Writing a client report; Your attitude to report writing; Creating the report; Mind maps; Summary; 13 Giving a client presentation; Dealing with nerves; Knowing your audience; Style and delivery; Use of language; Imagery; Structuring the content; Getting good feedback; 14 Running a client workshop/project meeting; Definition; Objectives; The participants; Running the workshop; Briefing the client; Getting a contribution from everyone; Reaching decisions

Closing the meeting15 Building client relationships; Whole body listening; Building rapport; Rapport breakers; Filters and styles; 16 Handling client politics; Political structure; Political intelligence; 17 Influencing and negotiation; Influencing techniques; The win-win approach to negotiation; Managing conflict; 18 Dealing with difficult clients; Case study: The insecure client; Case study: The angry client (1); Case study: The angry client (2); Case study: The obstructive client; Case study: The antagonistic client; Case study: The abusive client; Conclusion

19 Dealing with internal relationships

Notes:

Description based upon print version of record.

ISBN:

1-283-01038-0

9786613010384

1-4441-2507-9

OCLC:

703137857