Table of Contents

• 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

About the Author

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.