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High-Performance Consulting Skills : The Internal Consultant's Guide to Value-added Performance - Mark Thomas

High-Performance Consulting Skills

The Internal Consultant's Guide to Value-added Performance

Paperback

Published: 3rd August 2005
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The concept of the 'internal consultant' is now gaining considerable ground as managers in support functions seek to redefine their role and effectiveness. The emphasis that it places on moving from a colleague to a client perspective within the business can bring major benefits to both adviser and organisation.

This book provides a practical understanding of the skills required to become a high-performance internal consultant, whatever your own area of expertise. It will help you:

  • develop stronger, more productive working relationships with internal clients

  • secure greater internal client commitment to initiatives and change projects

  • work effectively in a less formal and hierarchical way on projects and initiatives

  • market your services and build powerful internal networks

  • enhance your own worth and value to the organisation
Who should read this book? All managers working in support functions, such as HR, audit, training, personnel and IT, as well as areas such as finance and marketing.

'[T]here are many highly expensive external consultants who should read and learn from this excellent guide.' Peter Long, HR Director, S1

Introduction
Symbols used in this book
From managing change to managing surprise?
Support functions under attack
The opportunity What exactly is consultancy?
The difference between expert and process consulting
What is the difference between the internal and external consultant?
The characteristics of internal consultancy
Why use an internal consultant?
How to become an internal consultant
Time to convert and redirect
The art of client management
Understanding the key stages of the internal consulting process
Implementation Belbin's team roles - questionnaire
Marketing internal consultancy
Getting in and contracting with your client
Developing your marketing strategy
Conducting a client demand analysis
What clients look for Beginning to market yourself - recognising your starting point
Marketing to senior management
How to sell to senior management
Some practical tips to improve your marketing effort
Internal consultancy case study
Managing initial client meetings
The essential rules for managing initial client meetings
Things to avoid at initial meetings
How to convey respect, openness and understanding at an initial client meeting
Initial client meetings consultant's template
Initial terms of reference Writing client proposals Managing
Initial meetings checklist
Understanding and defining the client's problem
Desk research Interviewing clients
Managing the client interview
Group interviews
Types of interview questioning techniques Providing non-verbal encouragement during interviews
Using supportive statements
Counter-productive questions
Using questionnaires to gather information
Designing a questionnaire
Process mapping
Process analysis questions
Understanding and defining your client's problem - being client focused
Managing change
Understanding organizational change
Individual reactions to change
The change transition curve
Managing organizational change
Organizational change readiness assessment
Managing organizational change template Change management template - the critical success factors
Stakeholder Analysis
Managing organization change - a checklist of key questions to address
The critical questions to ask in change scenarios
Presenting client feedback Introduction to report writing
Different types of client report
Getting your report structure right A typical report structure
Writing a client report
Reviewing reports
Making client presentations
Presenting client feedback - being client focused
Implementing, reviewing and exiting projects
Project implementation
Project implementation - being client focused
Reviewing consultancy projects - being client focused
Evaluating consultancy projects
Summary
The internal consultant's toolkit
The consultant's toolkit Organization capability: effectiveness questionnaire - '7s' organization audit
Internal consultant skills - development needs checklist
Success factors in managing change
Change management action planning sheet
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9781854182586
ISBN-10: 1854182587
Series: THOROGOOD
Audience: Tertiary; University or College
Format: Paperback
Language: English
Number Of Pages: 288
Published: 3rd August 2005
Publisher: Thorogood
Country of Publication: GB
Dimensions (cm): 21.0 x 14.8  x 2.5
Weight (kg): 0.58