Making Consulting Valuable
How Clients and Consultants Can Gain the Most from Their Work Together
Published on 16. August 1991
Audio
Audio cassette
978-1-55542-396-4 (ISBN)
Description
In candid conversations with three well-known consultants - Dana Gaines Robinson, Chip Bell, and Peter Block - as well as with large corporate clients, Geoffrey Bellman offers an insider's look at how to make consulting a worthwhile, enriching process for everyone involved. Using real-life experiences to illustrate their points, Bellman and his consulting colleagues explore how such qualities as risk taking, authenticity, and leadership contribute to the successes and failures of consulting work. Clients from Levi-Strauss, Citibank, and AT&T Bell Laboratories share their views on working with consultants, revealing what they like, dislike, and what they are looking for in future work relationships.
More details
Language
English
Place of publication
New York
United States
Publishing group
John Wiley & Sons Inc
Target group
Professional and scholarly
Dimensions
Height: 5 mm
Width: 5 mm
Duration
Dauer: 120 min
Weight
127 gr
ISBN-13
978-1-55542-396-4 (9781555423964)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part 1 What clients and consultants want from consulting: bottom-line results vs. long-term growth; building a lasting partnership with clients; the consultant's contribution - expertise, perspective, authenticity, and friendship. Part 2 Consulting abilities critical to success: taking risks; seeding hope; being credible; bearing "bad news". Part 3 Making a unique contribution to clients: distinguishing your services from those offered by others; using unique techniques and perspectives; consultant visibility and leadership. Part 4 Working with the realities of organizations and the marketplace: why organizations don't make sense; attracting and retaining good clients; setting fees and discussing them with clients; pitfalls of the consulting relationship and ways to avoid them.