The Consultant's Handbook - Samir Parikh

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Résumé :

Good news. Consulting skills aren't just for consultants anymore!

This best-selling book reveals proven techniques to boost your career-from sharp problem-solving and persuasive arguments to high-performance meetings and ambitious projects.

Based 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.

Built 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.

This new, second edition will equip you with:

• The tools to consult effectively towards clients and internal stakeholders
• The ability to maximize your credibility in a variety of situations
• The arguments required to launch new ideas and win the acceptance of others
• Techniques to handle people-related obstacles such resistance and political agendas
• A rich library of examples to guide you in the application of these methods

Embark 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!...

Biographie:

SAMIR PARIKH 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.

In 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.

Samir and his team also deliver high-impact training workshops for organizations with high people development ambitions. Focused on the topics of consulting skills and the tactical use of storytelling they have provided a platform for accelerated learning across the globe.

For more information visit www.spconsulting.se...

Sommaire:

Acknowledgments xi

About the author xiii

Introduction xv

Chapter One EMBRACING THE CONSULTING MINDSET 1

Understand the basic consulting proposition 2

Do you understand your own consulting proposition? 3

Who typically embarks on a career in consulting? 4

What are the principal domains in consulting? 5

Eight principal skills are needed to work in consulting 5

Who's qualified to be a consultant? 7

How should you represent your consulting firm? 11

Keep client expectations front-of-mind 14

Provide deep expertise and experience 15

Demonstrate a business-minded approach 16

Be proactive. Act like a partner 16

Bring fresh perspectives. An external view 17

Drive efficiency through well-developed organizational skills 17

Facilitate the transfer of knowledge 18

A question of ethics: The good guys vs. the bad guys 18

How are consulting and selling different? 23

Chapter summary 27

Next steps 28

Chapter Two Preparing to Consult 29

Three types of client preparation 31

Basic preparation 31

Detailed preparation 34

Engagement-specific preparation 38

A wide range of resources can be used 40

A preparation example 41

Basic preparation 41

Detailed preparation 43

Chapter summary 44

Next steps 44

Chapter Three ESTABLISHING CREDIBILITY 45

Credibility begins with a well-crafted introduction 47

A compelling introduction embodies four characteristics 48

How should early career professionals build credibility? 52

Corporate credentials play an important role 53

Using the hook technique 53

Capabilities form your competitive edge 54

Chapter summary 56

Next steps 57

Chapter Four Managing Client Meetings 59

First things first - Do we need to have a meeting? 61

Mastering meetings: six essential steps 62

1. Set your meeting objectives 63

2. Assemble the team. How many people do you need? 64

3. Define the team strategy 66

4. Put the logistics in place 68

5. Structure your meeting interaction 70

6. Conduct a post-meeting debrief 75

Chapter summary 78

Next steps 78

Case Studies Case I Exploring a New Opportunity 81

Case II Presenting a Solution Approach 103

Case III Scoping a Study 119

Chapter Five PREPARING A PROPOSAL 135

An executive summary plays an important role 137

Set the scene in an introductory chapter 137

Describe your approach 138

Time plan, deliverables, and responsibilities 139

Explain your pricing model 140

Provide a clear indication of business benefits 141

Credentials and references 143

Be clear on terms and conditions 144

Practices to avoid. Where do proposals go wrong? 144

Over scoping. An apple or a pumpkin? 144

Unrealistic commitments. Promises, promises! 145

Define any vague terms in a glossary 146

Chapter summary 147

Next steps 148

Chapter Six INTRODUCING THE 50:50 RULE 149

The 50:50 rule in project delivery 150

Chapter summary 156

Next steps 156

Chapter Seven DELIVERING THE RESULT 157

Consulting methodologies provide structure and governance 158

The project organization can be built in different ways 161

Working remotely increases flexibility 163

Working on-site fosters greater client collaboration 164

Your chosen engagement model also impacts the client experience 166

The internal launch meeting sh...