Management Consultant, The: Mastering The Art Of Consultancy, 2nd edition

Published by FT Publishing International (9 August 2019) © 2020

  • Richard Newton
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Title overview

The Management Consultant is your essential guide for both newcomers and practicing consultants to develop the skills that will help you understand your client’s needs, identify gaps in knowledge and deliver real value to all parts of your business.

 

Updated to meet the most recent changes in business and technology with the same comprehensive and clear approach, expert practitioner Richard Newton shows you exactly what you need to know, do and deliver to be a great management consultant.

Table of contents

Table 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

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