Successful Consulting: Teach Yourself

: Chapter  1  What do you want from this book?: Why this book is different: Using this book as a self employed consultant: Using this book as a corporate consultantChapter: 2 Consulting excellence at work: Voices of three successful consultants: Common success factorsChapter 3: What makes a successful consultant?: Putting yourself in the client’s place: Client concerns when hiring: The worst sins a consultant can commit: Definitions of successChapter 4: Setting a clear vision: The power of belief: Creating a compelling goal: Testing your outcomeChapter 5: Bringing power to your aim: Will I really achieve my outcome?: Finding your commitment strategy: Moving from thinking to making it happenChapter 6: Assessing your resources: Do you value what you already have?: Do you treasure your resources?: Do you know what you are good at and how to increase your choices?: Obtaining feedback: Receiving feedback: Chapter 7 Tools to make it happen: Acting as if: Using positive energy: Check your language: Sight, sound or feelings?: Knowing your learning style: Taking the best from role models: Finding good mentors: Chapter 8 Client Project Management: The Project Manager: Scoping the Project: Setting the Specification: Creating the Project Framework: Chapter 9 Managing Client Expectations: Over commitment: Project Delays: Meeting Deadlines: Handling Client Delays: Agreeing Completion: Chapter 10 Avoiding project pitfalls: Agreeing the specification: Contract renegotiation: Contract cover: Reading the signs: Prevention plan: Chapter 11 Image: What is image?: Matching the client: The image consultant’s view: Image from the inside: Chapter 12 Writing a client report: Your attitude to report writing: An easy method: Your readers: Structure: Mind maps: Chapter 13 Giving a client presentation: Dealing with nerves: Knowing your audience: Style of delivery: Use of language: Creating images: Structuring content: Getting good feedback: Chapter 14 Running A Client Workshop / Project Meeting: Assembling the right people: Briefing the essentials: Facilitating a discussion: Dealing with awkward questions: Winning commitment: Chapter 15 Building Client Relationships: Listening: Creating rapport: Filters and styles: Chapter 16 Handling client politics: Political structure: Political intelligenceChapter 17 Influencing: & Negotiation: Elements of influence: The win/win approach to negotiation: The other party’s interests: Chapter 18 Dealing with difficult clients: Insecure: Angry: Obstructive: Antagonistic: Abusive: Chapter 19 Dealing with internal relationships: Working alone on site: Working in a team: Working with other contractors: Chapter 20 Marketing Your Services: What are you selling?: The lure of the brochure: The value of personal contacts: Review of marketing tools: Chapter 21 Starting & Running Your Own Business: Three success stories: Critical success factors in running a consulting business: Start-up case histories: Finance, tax and legal status: Choosing an accountant: Minimising set up costs: Setting fee levelsChapter 22: Balancing your work with the rest of your life: Recognising the pressures of your role: Pushing back on clients: Creating personal balance: Analysing your time: Chapter 23 Going Forward: Key messages to take with you: References: Index