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Consultants Scorecard 2/E : Tracking ROI and Bottom-Line Impact of Consulting Projects - Jack Phillips

Consultants Scorecard 2/E

Tracking ROI and Bottom-Line Impact of Consulting Projects

Hardcover Published: 1st January 2011
ISBN: 9780071742825
Number Of Pages: 256

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Don't just promise you'll produce profits--PROVE IT

With "The Consultant's Scorecard" in your hands, you have the tool you need to create effective impact and ROI statements for every project proposal you submit. Consultants and ROI experts Jack and Patti Phillips show how to measure and report value, results, and impact to dramatically expand your business.

Whether yours is a small, one-person shop or a large, mega-consulting powerhouse, "The Consultant's Scorecard provides what you need to go past the same old promises and provide cold, hard proof of success. This edition has been fully updated to put you in the best possible position to sell your services to clients who demand proof of unmistakable financial value. "The Consultant's Scorecard" includes: Samples of winning business proposals Case studies of successful projects Important trends and timely issues Expanded support and application with downloadable tools provided online

Table of Contents

Part 1: Setting the Stage
Chapter 1. The Need for Consulting Accountability from the Client Perspective
Chapter 2. What's in it for Me: How Consultants Can Prove the Value of their Work to Clients
Chapter 3. Initial Analysis and Planning

Part 2: The Six Measures
Chapter 4. Was it Useful: How to Measure Reaction and Satisfaction
Chapter 5. What Did the Client Org Learn: HT Measure Skill and Knowledge Changes
Chapter 6. Was the Intervention Planned Properly: HT Measure Implementation, Application, and Utilization
Chapter 7. What Was the Impact: HT Capture Business Impact Data
Chapter 8. HT Calculate and Interpret ROI and other Measures of Financial Payoff
Chapter 9. HT Capture and Report the Non-Financial Benefits

Part 3: Key Issues with the Measures
Chapter 10. Separating the Consulting Impact from Other Factors
Chapter 11. How to Convert Business Measures to Monetary Values
Chapter 12. How Much Did It Cost: Monitoring the True Costs

Part 4: Challenges
Chapter 13. HT Build a Business Case for the Consulting Expense
Chapter 14. HT Provide Feedback and Communicate Results to Clients
Chapter 15. Overcoming Resistence and Barriers to Measuring Consulting ROI

Acknowledgmentsp. ix
Introductionp. xi
Setting the Stage
The Need for Consulting Results from the Client Perspectivep. 3
Why Measure Results?p. 3
Trouble in Paradisep. 5
When Consultants Are Not Accountablep. 11
Shifting Paradigmsp. 13
Needing a New Approach to Measure Impactp. 15
How to Make Sure You Get Your Consultant Focused on Resultsp. 17
Final Thoughtsp. 22
How Consultants Can Prove the Value of Their Work to Clients: What's in It for the Consultant?p. 23
Why Measure ROI?p. 24
The Dilemma of ROI Accountabilityp. 26
What Is Causing This Concern for Accountability?p. 27
Finally, a Feasible and Credible Approachp. 30
The Framework: Evaluation Levelsp. 31
The ROI Process Modelp. 33
The Operating Standards: Guiding Principlesp. 41
Implementation of the Processp. 41
Applicationsp. 42
How Evaluation Data Can Be Used: Benefits of ROI for Consultingp. 43
Application of the ROI Process: A Case Studyp. 45
Final Thoughtsp. 50
Initial Analysis and Planning: Key to a Successful ROI Evaluationp. 51
Overall Project Goalp. 51
Levels of Project Objectivesp. 52
How Is It All Connected? Linking Evaluation with Needsp. 59
Planning for Measurement and Evaluationp. 70
Final Thoughtsp. 75
Data Collection
Was It Useful and Did You Understand It?: Measuring Reaction and Learningp. 79
Why Measure Reaction?p. 79
Why Measure Learning?p. 81
Sources of Datap. 82
Topics for Reaction and Learningp. 83
Timing of Data Collectionp. 83
Using Questionnaires and Surveys to Measure Reaction and Learningp. 85
Using Interviews to Measure Reaction and Learningp. 91
Using Focus Groups to Measure Reaction and Learningp. 93
Measuring Learning with Testsp. 95
Measuring Learning with Simulationp. 95
Measuring Learning with Less Structured Activitiesp. 96
Using Reaction and Learning Datap. 97
Final Thoughtsp. 99
Measuring the Progress of Consulting Projects: Tracking Application and Impactp. 101
Why Measure Application?p. 101
Why Measure Business Impact?p. 103
Data Collection Key Issuesp. 104
Using Questionnaires to Measure Application and Impactp. 110
Using Interviews and Focus Groupsp. 117
Using Observationp. 117
Using Action Plansp. 120
Using Performance Contractsp. 124
Monitoring Business Performance Datap. 125
Selecting the Appropriate Method for Each Levelp. 127
Final Thoughtsp. 130
Separating the Consulting Impact from Other Factors: How to Isolate the Effects of the Consulting Projectp. 133
Why Isolate the Effects of Consulting Projects?p. 133
Preliminary Issuesp. 134
Use of Control Groupsp. 136
Analytical Approachesp. 138
Estimates from Credible Sourcesp. 142
Using the Techniquesp. 149
Final Thoughtsp. 150
How to Convert Business Measures to Monetary Valuesp. 151
Why Convert Data to Monetary Values?p. 151
The Five Key Steps to Convert Data to Moneyp. 152
Standard Monetary Valuesp. 154
When Standard Values Are Not Availablep. 160
When Conversion Should Not Be Pursued: The Intangible Benefitsp. 171
Selecting the Techniques and Finalizing the Valuesp. 174
Final Thoughtsp. 177
Costs and ROI: Monitoring the Costs of Consulting and Calculating ROIp. 179
The Importance of Costs and ROIp. 179
Developing Costsp. 180
Cost-Tracking Issuesp. 183
Major Cost Categoriesp. 186
Basic ROI Issuesp. 190
ROI Measuresp. 191
BCR/ROI Case Applicationp. 193
Other ROI Measuresp. 196
Benefits of the ROI Processp. 198
Final Thoughtsp. 199
Reporting and Implementation
Reporting Results: How to Provide Feedback and Results to the Clientp. 203
Communicating Results: Key Issuesp. 203
Analyzing the Need for Communicationp. 206
Planning the Communicationp. 208
Selecting the Audience for Communicationsp. 210
Developing the Information: The Impact Studyp. 213
Selecting the Communication Mediap. 218
Communicating the Informationp. 221
Analyzing Reactions to Communicationp. 226
Final Thoughtsp. 227
Making It Routine: Overcoming Resistance to Measuring ROIp. 229
The Resistancep. 229
The Approach to Overcoming Resistancep. 230
Assessing the Climatep. 232
Developing Roles and Responsibilitiesp. 233
Establishing Goals and Plansp. 236
Revising/Developing Policies and Guidelinesp. 239
Preparing the Consulting Staffp. 239
Initiating ROI Projectsp. 241
Preparing the Management Teamp. 242
Removing Obstaclesp. 245
Monitoring Progressp. 245
Final Thoughtsp. 245
Appendix: Do Your Consulting Projects Focus on Results?p. 247
Notesp. 253
Indexp. 255
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9780071742825
ISBN-10: 0071742824
Series: Business Books
Audience: General
Format: Hardcover
Language: English
Number Of Pages: 256
Published: 1st January 2011
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.5 x 16.0  x 1.6
Weight (kg): 0.58
Edition Number: 2
Edition Type: Revised

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