The value creating consultant: how to build and sustain lasting client relationships
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY [u.a.]
AMACOM
2000
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIII, 285 S. Ill. |
| ISBN: | 0814405029 |
Internformat
MARC
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| 245 | 1 | 0 | |a The value creating consultant |b how to build and sustain lasting client relationships |c Ron A. Carucci and Toby J. Tetenbaum |
| 246 | 1 | 3 | |a The value-creating consultant |
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Datensatz im Suchindex
| _version_ | 1804127724602654720 |
|---|---|
| adam_text | Contents
List of Figures xi
Acknowledgments xiii
Introduction 1
The Times They Are A Changing • Help Is on the Way •
The Alleged Value Proposition: Concentrated Focus and
Up to the Minute Learning • A Dubious Track Record •
Backlash in the Press: Consultant Bashing • A
Precarious Lack of Accountability • Detergent Wars:
Distinguished Service Turns Commodity • Where Value
Gets Created • The High Risk of Value Erosion • A Tour
of the Book • Who Should Read This Book • A Final Word
Before We Begin
Part One: Bad Habits and the Challenge of
Differentiation 25
1 Three Destructive Roles of Consultants 27
Destructive Role One: Playing the Messiah • Destructive
Role Two: Creating Dependency • Destructive Role
Three: Colluding With the Organization
2 A Relationship Gone Wrong: The Dark Side of
Consulting 45
The Motivation of the Consultant: Mercenaries and
Missionaries • Characteristics of Mercenaries and
Missionaries • The Other Half of the Relationship
vii
yiii Contents
Part Two: Becoming a Value Creating Consultant 65
3 Three Value Creating Roles Played by Consultants 67
Value Creating Role One: Being an Equal Partner •
Value Creating Role Two: Building Capability • Value
Creating Role Three: Being the Truth Teller
4 Creating Lasting Value: The Power of Irreverence 98
Organizational Untouchables and Undiscussables •
Untouchables and Undiscussables as Antibodies • The
Antidote: Irreverence • Self Reflection • Gutsiness •
Tough Love
Part Three: The Partners and the Partnership 137
5 Profile of the Client of Choice 139
Results Orientation: Get the Job Done Right and Fast •
Intellectual Curiosity: See the Possibilities • Optimism:
The Future Is Bright • Self Confidence: I Can Do This •
Ambition: The Drive to Succeed • Gratification and
Regratification: Helping Clients Turn Liabilities Into
Assets • Choose Wisely
6 Developing a Down to EARTH Partnership 166
Equality • Advocacy • Respect • Trust • Hope • The
EARTH Model
7 Making Peace in Enemy Territory: Working With the
Internal Consultant 190
Advantages and Disadvantages of Internal and External
Consultants • Consulting to SCALE • Gaining Business
Savvy • Strengthening Competence • Building
Accountability • Supporting Learning • Empowering the
Function • EARTH Still Applies
Part Four: Conquering the Engagement From Hell 211
Welcome to Summit Consulting
8 Meet Your Client: Rampart Systems 217
Forming the Value Creating Response • The First
Meeting • The Agreement • The Proposal • The
Contents ix
Negotiation • Establishing Healthy Boundaries • Getting
the Green Light • Blank Stares and Murmuring • Building
Relationships with Multiple Consultants • Let the
Anthropology Begin
9 Pandora s Box 230
Interviews With Six Managers • Translating Data Into
Value
10 Epilogue 259
Initial Reactions • Expanding the Anthropological Hunt •
Bad Habits Die Hard • Enacting the Value Creating
Roles • Organizational Reverence and Opportunities for
Irreverence • A Closer Look at Bill • Maturing Rampart s
Thinking • A Heart to Heart With Bill: From Analysis to
Feedback • Our Final Hope
Bibliography 273
Index 275
List of Figures
Figure I 1. The consulting industry s negative
direction. 9
Figure 1 2. How consultants create value. 16
Figure 1 3. The consulting industry s positive change
in direction. 17
Figure 1 1. Bad habit consultants. 28
Figure 1 2. The Messiah: Thank God, I m here to save
you. 34
Figure 1 3. The dependency builder: Don t even try
this without me. 39
Figure 1 4. The colluder: Tell me what you d like to
hear. 44
Figure 2 1. Negative motivations of consultants. 47
Figure 3 1. Value creating consultants. 68
Figure 3 2. Long term partnerships vs. transactional
relationships. 71
Figure 3 3. The partner: We have the questions and,
together, we find the answers. 75
Figure 3 4. The capability builder: You re going to
learn this time, so next time you don t need
me. 83
Figure 3 5. The truth teller: Allow me to point out
that the emperor really has no clothes. 91
Figure 3 6. Making the connection: How well do you
perform the value creating roles? 92
Figure 4 1. Making the personal connection: self
reflection. 115
xi
xii List of Figures
Figure 4 2. Making the organizational connection:
self reflection. 116
Figure 4 3. Making the personal connection:
gutsiness. 125
Figure 4 4. Making the organizational connection:
gutsiness. 125
Figure 4 5. Making the personal connection: tough
love. 135
Figure 4 6. Making the organizational connection:
tough love. 136
Figure 5 1. Example of gratification and
regratification: the need for control. 156
Figure 5 2. Profile of a client of choice. 158
Figure 5 3. Making the connection: assessing your
client s capabilities. 161
Figure 6 1. Making the connection: the down to
EARTH contract. 186
Figure 7 1. Advantages and disadvantages of external
and internal consultants. 192
|
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| institution | BVB |
| isbn | 0814405029 |
| language | English |
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| spelling | Carucci, Ron A. Verfasser aut The value creating consultant how to build and sustain lasting client relationships Ron A. Carucci and Toby J. Tetenbaum The value-creating consultant New York, NY [u.a.] AMACOM 2000 XIII, 285 S. Ill. txt rdacontent n rdamedia nc rdacarrier Business consultants - Handbooks, manuals, etc Business consultants Unternehmensberatung (DE-588)4078592-0 gnd rswk-swf Unternehmensberatung (DE-588)4078592-0 s DE-604 Tetenbaum, Toby A. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008875643&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Carucci, Ron A. Tetenbaum, Toby A. The value creating consultant how to build and sustain lasting client relationships Business consultants - Handbooks, manuals, etc Business consultants Unternehmensberatung (DE-588)4078592-0 gnd |
| subject_GND | (DE-588)4078592-0 |
| title | The value creating consultant how to build and sustain lasting client relationships |
| title_alt | The value-creating consultant |
| title_auth | The value creating consultant how to build and sustain lasting client relationships |
| title_exact_search | The value creating consultant how to build and sustain lasting client relationships |
| title_full | The value creating consultant how to build and sustain lasting client relationships Ron A. Carucci and Toby J. Tetenbaum |
| title_fullStr | The value creating consultant how to build and sustain lasting client relationships Ron A. Carucci and Toby J. Tetenbaum |
| title_full_unstemmed | The value creating consultant how to build and sustain lasting client relationships Ron A. Carucci and Toby J. Tetenbaum |
| title_short | The value creating consultant |
| title_sort | the value creating consultant how to build and sustain lasting client relationships |
| title_sub | how to build and sustain lasting client relationships |
| topic | Business consultants - Handbooks, manuals, etc Business consultants Unternehmensberatung (DE-588)4078592-0 gnd |
| topic_facet | Business consultants - Handbooks, manuals, etc Business consultants Unternehmensberatung |
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