The Management Consultant Mastering the Art of Consultancy

“the definitive hands-on guide to building a consulting practice that thrives by putting your client first - from one of the acknowledged masters in the field."

Dr Simon Dorris, Managing Partner, Lansdowne Consulting

“a really informative description of management consulting. Great for the beginner and experienced consultant alike”
Helen Routledge, CEO Totem Learning

"A practical guide that, once read, will remain in your desk drawer for regular reference.  Richard cuts through the noise and gives you insights that you can actually use."
Ibi Thomson, Founder & CEO, Issoria - Change Management Consulting.

The secret of being a successful management consultant is to focus on the genuine needs of the client and provide the best service to achieve and sustain results.

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.

Whether you are a consultant, working with consultants or buying a consultancy, this is the only book you will need.

Richard Newton is an author and business adviser. He worked for the management consultancy practices of Cooper & Lybrand, Ernst & Young, and A.T Kearney, and continues to provide consultancy through his own company, Enixus. Richard has worked with many professional services firms on major projects, and has helped a number of firms with engagement processes and service line definitions. He is the author of several books including The Project Manager and the award winning The Management Book.

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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