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The Management Consultant


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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.

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