Description
Book SynopsisFocuses on the basics of building a consulting business, discussing such issues as the creation of a marketing message, the design of a firm-wide delivery methodology, and the recruitment and retention of world-class sales and talent.
Trade Review"…he intelligently observes his field and takes sound positions on almost everything." (
Consulting to Management, Vol 15, no. 2; 6/1/2004)
“…the essential first step in the path towards success as an IT services firm entrepreneur, manager, or consultant…” (mcsemag.eu.org March 20, 2003)
Table of ContentsAcknowledgments.
Preface.
ONE: What Is the IT Consulting Business?
The Size and Shape of the Business.
The Range of Service Possibilities.
Common Elements.
TWO: The Structure of the Practice.
Sole Proprietor.
Partnership.
Corporation.
Elements in Common.
Putting It All Together.
Interview with Ken Taormina.
THREE: The Basic Financial Model.
Utilization.
Rate.
Fee Capacity.
Measuring Performance.
FOUR: Vision and Mission.
Broad or Deep?
Strategic Planning.
The Planning Process.
The Vision Thing.
From Products to Services.
The Lessons of Migration.
FIVE: Process and Methodology.
A Sales Planning Process.
A Proposal Process.
A Scope of Work Standard.
A Stakeholder Participation Process.
A Risk Analysis Process.
A Project Planning Process.
A Status Reporting Process.
A Set of Solution-Specific Toolkits.
A Change Management Process.
An Issues Management Process.
A Post-Project Review to Assess Customer Satisfaction and Gather Lessons.
Interview with Malcolm Frank.
SIX: Sales and Marketing.
Challenges.
The Four R's of Service Marketing.
Selling the Intangible.
Interview with Andrew Bibby.
SEVEN: Organizational Culture.
Recruiting for Attitude and Motivation.
Ethics and Professional Responsibility.
Accountability.
Open Book Management.
Coaching and Mentoring.
Atmosphere.
EIGHT: Consultant Development.
Technical Training.
Project Skills Development.
Communication and Advisory Skills Development.
Business Skills Development.
Project Assignments.
Mentoring.
NINE: Growing and Improving the Firm.
Growing the Firm.
Improving the Firm.
TEN: Conclusion.
Bibliography.
About the Author.
Index.
