{"product_id":"the-practice-of-professional-c-9781118241844","title":"The Practice of Professional C","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eDespite the size of the consulting industry and its attractiveness to business school graduates, there is a dearth of agreement about what constitutes professionalism in consulting.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAbout This Book xii\u003c\/p\u003e \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xviii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart One: Setting the Stage 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 The Nature of Consulting 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s an Industry 4\u003c\/p\u003e \u003cp\u003eTypes of Consulting 8\u003c\/p\u003e \u003cp\u003eScope of Consulting 10\u003c\/p\u003e \u003cp\u003eTrusted Consultant and Advisor 12\u003c\/p\u003e \u003cp\u003eConsultant Qualifications 14\u003c\/p\u003e \u003cp\u003eWhat Is Professional Consulting? 16\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Why Companies Hire Consultants 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Consultants Are Needed 19\u003c\/p\u003e \u003cp\u003eFast, Bigger, Better, Cheaper Outcomes 21\u003c\/p\u003e \u003cp\u003eForces That Drive Business Consulting 25\u003c\/p\u003e \u003cp\u003eExpectations of Consultant Services 30\u003c\/p\u003e \u003cp\u003eChanges in Client’s Business and Organization Needs 31\u003c\/p\u003e \u003cp\u003eFuture Challenges 34\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 A Model for Professional Consulting 38\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Do We Mean by “Process”? 38\u003c\/p\u003e \u003cp\u003eA Framework for Consulting 39\u003c\/p\u003e \u003cp\u003eThe Four Stages of Consulting 44\u003c\/p\u003e \u003cp\u003eThe Four Roles of Consulting 46\u003c\/p\u003e \u003cp\u003eConsulting Competencies 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Two: Applying the Model 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Stage One: The Developing and Designing Process 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStage One Competencies: Winning the Business 56\u003c\/p\u003e \u003cp\u003eUnderstanding the Client’s Business and Industry 59\u003c\/p\u003e \u003cp\u003eMaking a Good First Impression 61\u003c\/p\u003e \u003cp\u003eFirst Meeting Dynamics 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Stage One, Continued: Assessing Client Needs and Managing Expectations 70\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Purpose of Conducting a Needs Assessment 70\u003c\/p\u003e \u003cp\u003eTypes of Questions: The Fundamentals 72\u003c\/p\u003e \u003cp\u003eConducting a Needs Assessment: A Question Strategy 74\u003c\/p\u003e \u003cp\u003eNeeds Assessment: Listening Actively 79\u003c\/p\u003e \u003cp\u003eThe Proposal Development Process 82\u003c\/p\u003e \u003cp\u003eManaging Expectations 91\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Stage Two: The Mobilizing and Aligning Process 96\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStage Two Competencies: Mobilizing and Aligning 96\u003c\/p\u003e \u003cp\u003eWork and Project Plan Reviews 97\u003c\/p\u003e \u003cp\u003eRisk Assessment Factors 106\u003c\/p\u003e \u003cp\u003eProject Launch Meetings 108\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Stage Two, Continued: Turning a Consulting Group into a Team 116\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining a Team 116\u003c\/p\u003e \u003cp\u003eStages of Team Development 119\u003c\/p\u003e \u003cp\u003eDiagnosing Project Team Performance 121\u003c\/p\u003e \u003cp\u003eHow Team Building Is Conducted 122\u003c\/p\u003e \u003cp\u003eSpecial Problems in Building Project Teams 123\u003c\/p\u003e \u003cp\u003eCharacteristics of High-Performing Teams 126\u003c\/p\u003e \u003cp\u003eThe Project Leader Style Needed for Team Building 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Stage Three: The Building and Producing Process 130\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStage Three Competencies: Building and Producing 131\u003c\/p\u003e \u003cp\u003eData Gathering 132\u003c\/p\u003e \u003cp\u003ePerformance Management and Coaching 137\u003c\/p\u003e \u003cp\u003eCoaching Consultants 139\u003c\/p\u003e \u003cp\u003eMotivating Consultants 146\u003c\/p\u003e \u003cp\u003eProgress Review Meetings 151\u003c\/p\u003e \u003cp\u003eNavigating Organizational Politics 155\u003c\/p\u003e \u003cp\u003eProject Management Issues 161\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Stage Four: The Implementing and Deploying Process 168\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStage Four Competencies: Implementing and Deploying 169\u003c\/p\u003e \u003cp\u003eManaging Change 171\u003c\/p\u003e \u003cp\u003eImplementation Strategies 175\u003c\/p\u003e \u003cp\u003eSkills Transfer 180\u003c\/p\u003e \u003cp\u003eMeasuring Customer Satisfaction 186\u003c\/p\u003e \u003cp\u003eSatisfaction Assessment Metrics 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart Three: The Bigger Picture 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Improving Consulting as a Professional Practice 197\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Reality Check About Consulting 198\u003c\/p\u003e \u003cp\u003eThe Need to Professionalize Consulting 200\u003c\/p\u003e \u003cp\u003eProfessional Capabilities of Consultants 205\u003c\/p\u003e \u003cp\u003eBuilding Block One: Client’s Business Focus 208\u003c\/p\u003e \u003cp\u003eBuilding Block Two: Business Management 210\u003c\/p\u003e \u003cp\u003eBuilding Block Three: Technical Requirements 214\u003c\/p\u003e \u003cp\u003eBuilding Block Four: Interpersonal Attributes 215\u003c\/p\u003e \u003cp\u003eBuilding Block Five: Effective Leadership 217\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Lessons of Experience 222\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Grow in Professional Capability 223\u003c\/p\u003e \u003cp\u003eLessons from McKinsey 225\u003c\/p\u003e \u003cp\u003eThe Pain and Joy of a Consulting Career 227\u003c\/p\u003e \u003cp\u003eProfessional Proficiencies in Consulting 231\u003c\/p\u003e \u003cp\u003eTrends for the Twenty-First Century 234\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendices\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA The Consulting Role Preference Indicator 238\u003c\/p\u003e \u003cp\u003eB Guidelines for Successful Consulting 250\u003c\/p\u003e \u003cp\u003eC The Leadership Role of Consultants 258\u003c\/p\u003e \u003cp\u003eD Consulting Case Applications 262\u003c\/p\u003e \u003cp\u003eE Diagnostic Procedures and Instruments for Consulting Teams 264\u003c\/p\u003e \u003cp\u003eBibliography and Resources 274\u003c\/p\u003e \u003cp\u003eAbout the Author 280\u003c\/p\u003e \u003cp\u003eIndex 282\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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