Description
Book SynopsisAs a professional, you can''t just apply your expertise. You need to present solutions in a way that best suits your clients. You have to work with a wide variety of people: team members, subject matter experts, top executives, and others. Working effectively with associates--while keeping an eye on budgets, schedules, and results--requires a collaborative outlook.Successful professionals today need more than technical skills-- they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients.
--Jon Olson, partner, Arthur Anderson
This book is rich, not only with specific suggestions and step-by-step instructions, but also with commentary and illustrations from [the authors''] own client organizations. It is a useful book about a very important subject.
--William Bridges, presiden
Table of ContentsAcknowledgments
Introduction: Partnering for Results 1
Part 1 An Expanded Toolkit 5
1 Working as a Partner 7
2 Getting to Know Your Clients 19
3 Providing Value Beyond Knowledge 41
Part 2 The Art of Managing Client Interactions 55
4 Preparing the Canvas 59
5 Finding the Subject 69
6 Painting What You See 85
Part 3 Journey to Success: The Consultative Process 95
7 Going in the Same Direction 101
8 Staying on Course 119
9 Where the Rubber Meets the Road 144
10 The Roadmap to Optimum Results 157
Part 4 The Partnering Strategy Action Plan 171
11 Partnering for Results: Your Plan 173
Glossary 179
Resources and References 181
About the Authors 185
Index 187
