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

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