Contents

About the author

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