The Management Consultant: Mastering the Art of Consultancy

Paperback | March 19, 2010

byRichard Newton

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“The secret for success in attracting, winning, retaining and growing client business – whether working as an independent or for a firm.”
Mike Lander, CEO, Consulting Strategies Ltd

 

 “Richard knows what clients value and provides clear, practical and experienced guidance on how to become and more importantly, be recognised and selected as the best.”
Mike Lander, CEO, Consulting Strategies Ltd

 

WHAT DOES IT REALLY TAKE TO BE A SUCCESSFUL MANAGEMENT CONSULTANT?

The secret of being a successful management consultant is to focus on the genuine needs of the client. As a consultant, you must develop the skills that enable you to understand these needs, deliver real value to your clients and help them get the results they want.  

The Management Consultantis your ultimate guide to success as an expert professional consultant. It reveals the skills and attributes that make great consultants and shows you how to develop these to provide genuine client centric consulting.

Whether you’re already working as a consultant, starting out on your own, or just considering the profession - this book is essential reading. It will also help those who train, employ or work with consultants regularly.

EVERYTHING YOU NEED TO KNOW, DO AND DELIVER TO BE A GREAT MANAGEMENT CONSULTANT

Learn the answers to the critical questions you need ask to be a top management consultant such as:

  • How should you identify and define the services you will offer?

  • Why do clients buy consultancy and what are they looking for?

  • How can you bring maximum value to the client’s organisation?

  • How do you engage clients and win work?

  • How can you deliver results that will be sustainable for your client?

  • How do you establish long-term relationships that bring you repeat business with clients?

  • When should you say ‘no’ to a consulting engagement?

  • How do you navigate your way through potential ethical dilemmas that face consultants?

 

DISCOVER THE CLIENT-CENTRIC APPROACH TO SUCCESSFUL CONSULTING

 

 

 

 

 

 

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From the Publisher

“The secret for success in attracting, winning, retaining and growing client business – whether working as an independent or for a firm.” Mike Lander, CEO, Consulting Strategies Ltd    “Richard knows what clients value and provides clear, practical and experienced guidance on how to become and more importantly, be recognised and sel...

From the Jacket

“The secret for success in attracting, winning, retaining and growing client business – whether working as an independent or for a firm.” Mike Lander, CEO, Consulting Strategies Ltd   "An excellent introduction to the issues and challenges facing a sole practitioner consultant. Richard has been there, done it and got the t-shirt." D...

  Richard Newton is a skilled executive with broad experience of both line management and consultancy roles, in a range of sectors. He has worked for three major consultancies – Coopers & Lybrand, A.T. Kearney and Ernst and Young. He founded the company Enixus in 2005 to provide consultancy and interim management services in the area...

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Format:PaperbackDimensions:320 pages, 9.1 × 6.1 × 1 inPublished:March 19, 2010Publisher:Pearson EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0273730878

ISBN - 13:9780273730873

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Extra Content

Table of Contents

 

Acknowledgements

Preface

Introduction

 

Part 1    Understanding consultants and consultancy

1          Consultants and consultancy

2          Why does anyone buy consultancy?

3          Your consulting service

4          The three core processes of client-centric consulting

 

Part 2   Consulting engagements

5          Finding and winning work

6          Delivering consulting engagements and satisfying clients

7          The alternative approach – process consulting and facilitation

8          Closing engagements and sustaining results

 

Part 3   High-performance consulting

9          Developing long-term client relationships

10        The ethical dimension

11        The language of consulting

12        Knowing when to say no

13        Key consulting tips

14        The client’s perspective – buying consultancy

 

Conclusion

 

Part 4   Additional resources for consultants

A          The tools, processes and materials of a consultancy business

B          References

C         Sample proposal letter

 

Index