Description
Book SynopsisRichard Newton is an author and business adviser. He worked for the management consultancy practices of Cooper & Lybrand, Ernst & Young, and A.T Kearney, and continues to provide consultancy through his own company, Enixus. Richard has worked with many professional services firms on major projects, and has helped a number of firms with engagement processes and service line definitions. He is the author of several books including The Project Manager and the award winning The Management Book.
Table of ContentsTable of Contents
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. Transitioning
7. Delivering consulting engagements and satisfying clients
8. The alternative approach – process consulting and facilitation
9. Closing engagements and sustaining results
Part 3 High-performance consulting
10. Developing long-term client relationships
11. The ethical dimension
12. The language of consulting
13. Knowing when to say no
14. Key consulting tips
15. 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
