{"product_id":"the-consultants-handbook-isbn-9781394354245","title":"The Consultant's Handbook","description":"\u003cp\u003e\u003cb\u003eGood news. Consulting skills aren't just for consultants anymore!\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\u003cb\u003eThis best-selling book reveals proven techniques to boost your career—from sharp problem-solving and persuasive arguments to high-performance meetings and ambitious projects.\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eBased on the experience of working with Fortune 500 companies in more than 50 countries this comprehensive handbook pinpoints the fundamental skills required to consult effectively, irrespective of your experience level.  \u003c\/p\u003e\u003cp\u003eBuilt around ten core themes it untangles the variables that increase the performance of projects, organizations and people. Providing proven techniques that the author has taught to some of the world's top executives, it's an ideal springboard for ambitious career professionals, MBA students and corporate leaders.  \u003c\/p\u003e\u003cp\u003eThis new, second edition will equip you with: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eThe tools to consult effectively towards clients and internal stakeholders \u003c\/li\u003e \u003cli\u003eThe ability to maximize your credibility in a variety of situations\u003c\/li\u003e \u003cli\u003eThe arguments required to launch new ideas and win the acceptance of others\u003c\/li\u003e \u003cli\u003eTechniques to handle people-related obstacles such resistance and political agendas\u003c\/li\u003e \u003cli\u003eA rich library of examples to guide you in the application of these methods\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eEmbark on a journey to accelerate your career and differentiate yourself from others. Learn from a broad base of experience: What works well, what doesn't work well, and winning strategies that have evolved into best practices! \u003c\/p\u003e\u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eAbout the author xiii\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter One EMBRACING THE CONSULTING MINDSET 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand the basic consulting proposition 2\u003c\/p\u003e \u003cp\u003eDo you understand your own consulting proposition? 3\u003c\/p\u003e \u003cp\u003eWho typically embarks on a career in consulting? 4\u003c\/p\u003e \u003cp\u003eWhat are the principal domains in consulting? 5\u003c\/p\u003e \u003cp\u003eEight principal skills are needed to work in consulting 5\u003c\/p\u003e \u003cp\u003eWho’s qualified to be a consultant? 7\u003c\/p\u003e \u003cp\u003eHow should you represent your consulting firm? 11\u003c\/p\u003e \u003cp\u003eKeep client expectations front-of-mind 14\u003c\/p\u003e \u003cp\u003eProvide deep expertise and experience 15\u003c\/p\u003e \u003cp\u003eDemonstrate a business-minded approach 16\u003c\/p\u003e \u003cp\u003eBe proactive. Act like a partner 16\u003c\/p\u003e \u003cp\u003eBring fresh perspectives. An external view 17\u003c\/p\u003e \u003cp\u003eDrive efficiency through well-developed organizational skills 17\u003c\/p\u003e \u003cp\u003eFacilitate the transfer of knowledge 18\u003c\/p\u003e \u003cp\u003eA question of ethics: The good guys vs. the bad guys 18\u003c\/p\u003e \u003cp\u003eHow are consulting and selling different? 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 28\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Two Preparing to Consult 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree types of client preparation 31\u003c\/p\u003e \u003cp\u003eBasic preparation 31\u003c\/p\u003e \u003cp\u003eDetailed preparation 34\u003c\/p\u003e \u003cp\u003eEngagement-specific preparation 38\u003c\/p\u003e \u003cp\u003eA wide range of resources can be used 40\u003c\/p\u003e \u003cp\u003eA preparation example 41\u003c\/p\u003e \u003cp\u003eBasic preparation 41\u003c\/p\u003e \u003cp\u003eDetailed preparation 43\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 44\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 44\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Three ESTABLISHING CREDIBILITY 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCredibility begins with a well-crafted introduction 47\u003c\/p\u003e \u003cp\u003eA compelling introduction embodies four characteristics 48\u003c\/p\u003e \u003cp\u003eHow should early career professionals build credibility? 52\u003c\/p\u003e \u003cp\u003eCorporate credentials play an important role 53\u003c\/p\u003e \u003cp\u003eUsing the “hook” technique 53\u003c\/p\u003e \u003cp\u003eCapabilities form your competitive edge 54\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 56\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Four Managing Client Meetings 59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFirst things first – Do we need to have a meeting? 61\u003c\/p\u003e \u003cp\u003eMastering meetings: six essential steps 62\u003c\/p\u003e \u003cp\u003e1. Set your meeting objectives 63\u003c\/p\u003e \u003cp\u003e2. Assemble the team. How many people do you need? 64\u003c\/p\u003e \u003cp\u003e3. Define the team strategy 66\u003c\/p\u003e \u003cp\u003e4. Put the logistics in place 68\u003c\/p\u003e \u003cp\u003e5. Structure your meeting interaction 70\u003c\/p\u003e \u003cp\u003e6. Conduct a post-meeting debrief 75\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 78\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 78\u003c\/p\u003e \u003cp\u003eCase Studies Case I Exploring a New Opportunity 81\u003c\/p\u003e \u003cp\u003eCase II Presenting a Solution Approach 103\u003c\/p\u003e \u003cp\u003eCase III Scoping a Study 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Five PREPARING A PROPOSAL 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn executive summary plays an important role 137\u003c\/p\u003e \u003cp\u003eSet the scene in an introductory chapter 137\u003c\/p\u003e \u003cp\u003eDescribe your approach 138\u003c\/p\u003e \u003cp\u003eTime plan, deliverables, and responsibilities 139\u003c\/p\u003e \u003cp\u003eExplain your pricing model 140\u003c\/p\u003e \u003cp\u003eProvide a clear indication of business benefits 141\u003c\/p\u003e \u003cp\u003eCredentials and references 143\u003c\/p\u003e \u003cp\u003eBe clear on terms and conditions 144\u003c\/p\u003e \u003cp\u003ePractices to avoid. Where do proposals go wrong? 144\u003c\/p\u003e \u003cp\u003eOver scoping. An apple or a pumpkin? 144\u003c\/p\u003e \u003cp\u003eUnrealistic commitments. Promises, promises! 145\u003c\/p\u003e \u003cp\u003eDefine any vague terms in a glossary 146\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 148\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Six INTRODUCING THE 50:50 RULE 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe 50:50 rule in project delivery 150\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 156\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 156\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Seven DELIVERING THE RESULT 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConsulting methodologies provide structure and governance 158\u003c\/p\u003e \u003cp\u003eThe project organization can be built in different ways 161\u003c\/p\u003e \u003cp\u003eWorking remotely increases flexibility 163\u003c\/p\u003e \u003cp\u003eWorking on-site fosters greater client collaboration 164\u003c\/p\u003e \u003cp\u003eYour chosen engagement model also impacts the client experience 166\u003c\/p\u003e \u003cp\u003eThe internal launch meeting should be a springboard for the project team 167\u003c\/p\u003e \u003cp\u003eSecure the client cooperation you need for a successful delivery 171\u003c\/p\u003e \u003cp\u003eDifferent issues call for different approaches 174\u003c\/p\u003e \u003cp\u003eInternal issues require facilitation 176\u003c\/p\u003e \u003cp\u003eExternal issues often require client involvement 178\u003c\/p\u003e \u003cp\u003eIssues that can be anticipated are managed as risks 179\u003c\/p\u003e \u003cp\u003eUnforeseen issues are handled as they occur 181\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 183\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Eight OPTIMIZING THE CLIENT EXPERIENCE 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eClient relationship management is essential 185\u003c\/p\u003e \u003cp\u003eA transactional relationship requires minimum effort 186\u003c\/p\u003e \u003cp\u003eCharacteristics of a transactional relationship 187\u003c\/p\u003e \u003cp\u003eA partner-oriented relationship creates longer-term value 188\u003c\/p\u003e \u003cp\u003eCharacteristics of a partner-oriented relationship 189\u003c\/p\u003e \u003cp\u003eGood relationships must be maintained 190\u003c\/p\u003e \u003cp\u003eRespect the boundaries of professional distance 193\u003c\/p\u003e \u003cp\u003eCommunication around issues requires particular care 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 197\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 197\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Nine Handling Client-related Obstacles 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAdaptability enables us to work with a wide range of people 200\u003c\/p\u003e \u003cp\u003eFormal behaviors require a disciplined approach 201\u003c\/p\u003e \u003cp\u003eInformal behaviors call for patience and may require additional time 202\u003c\/p\u003e \u003cp\u003eUnstructured behaviors require directional guidance 203\u003c\/p\u003e \u003cp\u003eDistracted behaviors require re-engagement 204\u003c\/p\u003e \u003cp\u003eDealing with resistance is an essential human skill 205\u003c\/p\u003e \u003cp\u003eSo, what’s the problem with change? 205\u003c\/p\u003e \u003cp\u003eThree steps to bring down the wall of resistance 210\u003c\/p\u003e \u003cp\u003eStakeholder conflicts require either facilitation or escalation 214\u003c\/p\u003e \u003cp\u003eConsultants are often well positioned as facilitators 214\u003c\/p\u003e \u003cp\u003eDefine clear escalation paths. You might need them 216\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 218\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 219\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Ten THE SKILL OF ADVISING 221\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDeductive reasoning embodies horizontal logic 222\u003c\/p\u003e \u003cp\u003eBuilding the argument 222\u003c\/p\u003e \u003cp\u003eDefending the argument 225\u003c\/p\u003e \u003cp\u003eInductive reasoning embodies vertical logic 226\u003c\/p\u003e \u003cp\u003eBuilding the argument 226\u003c\/p\u003e \u003cp\u003eDefending the argument 228\u003c\/p\u003e \u003cp\u003eThe two methods deliver subtly different conclusions 229\u003c\/p\u003e \u003cp\u003eWhen making complex recommendations, the methods can be combined 231\u003c\/p\u003e \u003cp\u003eDocumenting a recommendation 235\u003c\/p\u003e \u003cp\u003eWhen should presentation slides be used? 235\u003c\/p\u003e \u003cp\u003eFive things to consider before presenting a recommendation 239\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter summary 242\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNext steps 243\u003c\/p\u003e \u003cp\u003eCompletion checklist 245\u003c\/p\u003e \u003cp\u003eTraining resources 251\u003c\/p\u003e \u003cp\u003eFurther reading 257\u003c\/p\u003e \u003cp\u003eIndex 259\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eSAMIR PARIKH\u003c\/b\u003e is a British-born management consultant with over 25 years of industry experience. He began his career with a large international consulting firm where he participated in global projects in the information technology, financial services and telecommunications industries. \u003c\/p\u003e\u003cp\u003eIn early 2000 Samir founded SPConsulting, a global management consulting firm based in Stockholm, Sweden. The firm partners with multinational Fortune 500 clients, helping them to excel in their own areas of specialization in highly competitive environments. \u003c\/p\u003e\u003cp\u003eSamir and his team also deliver high-impact training workshops for organizations with high people development ambitions. Focused on the topics of \u003ci\u003econsulting skills\u003c\/i\u003e and the tactical use of \u003ci\u003estorytelling\u003c\/i\u003e they have provided a platform for accelerated learning across the globe. \u003c\/p\u003e\u003cp\u003eFor more information visit \u003ci\u003ewww.spconsulting.se\u003c\/i\u003e   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eThis bestselling book reveals proven techniques to boost your career — from sharp problem-solving and persuasive arguments to high-performance meetings and ambitious projects.\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eBuilt around ten core themes it untangles the variables that increase the performance of projects, organizations and people. Providing proven techniques that the author has taught to some of the world’s top executives, it’s an ideal springboard for ambitious career professionals, MBA students and corporate leaders. \u003c\/p\u003e\u003cp\u003eAnd remember, many people doing consulting work don’t bear the title \u003ci\u003econsultant\u003c\/i\u003e at all. Project managers consult their teams every day to keep projects on track. Designers brainstorm to conceive the next generation of industrial solutions. Clinical specialists consult patients. And business support functions such as human resources and finance consult executives on strategic decisions. \u003c\/p\u003e\u003cp\u003eEmbark on a journey to accelerate your career and differentiate yourself from others. Learn from a broad base of insights. The author draws on his experience working with Fortune 500 companies in over 50 countries to explain what works well, what has failed, and winning strategies that have evolved into best practices! \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Consultant’s Handbook\u003c\/i\u003e is a powerful desk reference that avoids jargon-heavy theory in favor of on-the-ground techniques and applications you can implement immediately to improve results for yourself and your clients.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eGOOD NEWS. CONSULTING SKILLS AREN’T JUST FOR CONSULTANTS ANYMORE!\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eIf you’re about to make your next career move, to a consultancy, a large corporation, or into life as an entrepreneur, you can brace yourself for an exciting journey. \u003c\/p\u003e\u003cp\u003eHowever, it’s the sharp analysis of problems, masterful communication skills, consistent delivery to challenging commitments and the capacity to drive successful change that will shape your competitive edge. In short, you’ll need a well-developed set of consulting skills! \u003c\/p\u003e\u003cp\u003e\u003cb\u003eThis book will help you apply consulting capabilities to create immediate leverage in your career.\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eThis new, second edition provides: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eThe tools to consult clients and internal stakeholders effectively\u003c\/li\u003e\n\u003cli\u003eWays to maximize your credibility in a variety of situations\u003c\/li\u003e\n\u003cli\u003eThe arguments needed to launch ideas and win support\u003c\/li\u003e\n\u003cli\u003eTechniques to handle resistance and political agendas\u003c\/li\u003e\n\u003cli\u003eA rich library of examples to guide you in applying these methods\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eBased on the experience of working with Fortune 500 companies in more than 50 countries this comprehensive handbook pinpoints the fundamental skills required to consult effectively, irrespective of your experience level.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990194995429,"sku":"NP9781394354245","price":31.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394354245.jpg?v=1761786869","url":"https:\/\/k12savings.com\/products\/the-consultants-handbook-isbn-9781394354245","provider":"K12savings","version":"1.0","type":"link"}