The Art of Consultancy by Calvert Markham -- Read -- Imperial Library of Trantor

Index

Cover Title Copyright Contents Foreword Preface Introduction Chapter 1 — Overview of the delivery process

Entry Contracting Diagnosis Intervention Closure

Chapter 2 — Entry

So, who am I? Consultant roles The consultant as an outsider

Chapter 3 — Contracting

Revisiting terms of reference Planning a consultancy project Preparing the project plan Practical operating Questions of standards and ethics

Chapter 4 — Diagnosis

Problem solving Data collection Constraints on data collection Forming conclusions

Chapter 5 — Intervention

Recommendations are conclusions adjusted for the process of change Organisational readiness for change The process of change Techniques for assisting change Words of consolation

Chapter 6 — Closure

Completing a project Deriving ongoing commercial value Deriving value for the practice

Chapter 7 — Analytical tools and techniques

Generic data collection techniques Structured data collection tools Data analysis techniques Some useful models

Chapter 8 — Reporting to clients

Reports to clients Preparation Writing reports Making presentations Informal presentations Review

Chapter 9 — Influencing clients

The power of the consultant The response to consultants’ influence Preparing and presenting a persuasive case Processes of social influence Improving your influencing skills

Chapter 10 —Designing and presenting training sessions and workshops

Creating a training specification Designing training sessions Improving training presentations Running workshops

Chapter 11 — Marketing and selling consultancy projects

The marketing and sales process Promotion Prospection Proposition design Pitching

Chapter 12 — The business of consultancy

The consultancy business process Rule 1: Maintain utilisation Rule 2: Invest non-fee-earning time carefully Rule 3: Control the cash What do the three rules mean in practice?

Chapter 13 — The practice environment

Becoming a consultant A model of the consulting business Working in a consulting practice And finally…

References Publishing history