Always Learning
The Management Consultant

The Management Consultant

Mastering the Art of Consultancy

Richard Newton

Feb 2010, Paperback, 320 pages
ISBN13: 9780273730873
ISBN10: 0273730878
£24.99
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“The secret for success in attracting, winning, retaining and growing client business – whether working as an independent or for a firm.”
Mike Lander, CEO, Consulting Strategies Ltd

“Richard knows what clients value and provides clear, practical and experienced guidance on how to become and more importantly, be recognised and selected as the best.”
Mike Lander, CEO, Consulting Strategies Ltd

WHAT DOES IT REALLYTAKE TO BE A SUCCESSFUL MANAGEMENT CONSULTANT?

The secret of being a successful management consultant is to focus on the genuine needs of the client. As a consultant, you must develop the skills that enable you to understand these needs, deliver real value to your clients and help them get the results they want.

The Management Consultantis your ultimate guide to success as an expert professional consultant. It reveals the skills and attributes that make great consultants and shows you how to develop these to provide genuine client centric consulting.

Whether you’re already working as a consultant, starting out on your own, or just considering the profession - this book is essential reading. It will also help those who train, employ or work with consultants regularly.

EVERYTHING YOU NEED TO KNOW, DO AND DELIVER TO BE A GREAT MANAGEMENT CONSULTANT

Learn the answers to the critical questions you need ask to be a top management consultant such as:

  • How should you identify and define the services you will offer?
  • Why do clients buy consultancy and what are they looking for?
  • How can you bring maximum value to the client’s organisation?
  • How do you engage clients and win work?
  • How can you deliver results that will be sustainable for your client?
  • How do you establish long-term relationships that bring you repeat business with clients?
  • When should you say ‘no’ to a consulting engagement?
  • How do you navigate your way through potential ethical dilemmas that face consultants?

DISCOVER THE CLIENT-CENTRIC APPROACH TO SUCCESSFUL CONSULTING

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 Delivering consulting engagements and satisfying clients

7 The alternative approach – process consulting and facilitation

8 Closing engagements and sustaining results

Part 3 High-performance consulting

9 Developing long-term client relationships

10 The ethical dimension

11 The language of consulting

12 Knowing when to say no

13 Key consulting tips

14 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


Richard Newton is a skilled executive with broad experience of both line management and consultancy roles, in a range of sectors. He has worked for three major consultancies – Coopers & Lybrand, A.T. Kearney and Ernst and Young. He founded the company Enixus in 2005 to provide consultancy and interim management services in the areas of projects and change. As part of his work, Richard has been employed to consult to consultancies on improved engagement processes.

He has worked in the UK, Germany, Italy, Australia, USA, France, Singapore, Malaysia and Kazakhstan.He has published five books so far, including The Project Manager; Project Management – Step by Step and The Project Managers Book of Checklists

Richard has degrees in mechanical engineering and economics, and is currently studying for a degree in philosophy. He is a member of the Institute of Directors, the Royal Institute of Philosophy, the Association of Project Managers and the Institute of Business Advisors.

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