Flawless Consulting A Guide to Getting Your Expertise Used

ISBN-10: 0470620749
ISBN-13: 9780470620748
Edition: 3rd 2010
Authors: Peter Block
List price: $57.50 Buy it from $47.25
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Description: Flawless Consulting is considered the "consultant's bible" and a landmark bestseller that explains how to deal effectively with clients, peers, and others. This third edition addresses business and new challenges since the second edition was written  More...

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Book details

List price: $57.50
Edition: 3rd
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 4/5/2011
Binding: Hardcover
Pages: 368
Size: 7.25" wide x 9.50" long x 1.00" tall
Weight: 1.628
Language: English

Flawless Consulting is considered the "consultant's bible" and a landmark bestseller that explains how to deal effectively with clients, peers, and others. This third edition addresses business and new challenges since the second edition was written and also explores what's on the minds of "next generation" consultants. The book includes more guidance on how to ask better questions, ideas for the virtual world, suggestions for dealing with difficult clients, the challenges of international consulting, additional case studies, commentary, expanded guidelines on implementation, and more on how to ask good questions.

He is a Fellow in Media Management at the University of Hertfordshire Business School, Global CBT production manager for Management Consultancy Service for PricewaterhouseCoopers and former Multimedia consultant to Shell International.

What?s New
A Consultant by Any Other Name .
Some Definitions and Distinctions
Consulting Skills Preview
The Promise of Flawless Consultation
Techniques Are Not Enough
Beyond Content
The Consultant?s Assumptions
The Consultant?s Goals
Roles Consultants Choose
Collaboration and the Fear of Holding Hands
Stating the Client?s Involvement--Step by Step
Checklist # 1. Assessing the Balance of Responsibility
Flawless Consulting
Being Authentic
Completing the Requirements of Each Phase
Results
Accountability
The Right to Fail
Contracting Overview
Contracting--The Concept and the Skill
Contracting Skills
Elements of a Contract
Checklist # 2. Analyzing One of Your Contracts
Ground Rules for Contracting
The Contracting Meeting
Who Is the Client?
Navigating the Contracting Meeting
When You Get Stuck
The Problem with Saying No
Contracting Checkpoint
Checklist #3. Planning a Contracting Meeting
Selling Your Services--Good Selling Is Good Contracting
The Meeting As a Model of How You Work
Closing the Contracting Meeting
After the Contracting Meeting
Checklist # 4. Reviewing the Contracting Meeting
The Agonies of Contracting
Dealing with Low Motivation
Ceaselsss Negotiation--The Shifting Tide of Your Role
Some Other Specific Agonies
The Virtual World
The Internal Consultant
Important Differences between Internal and Externam Consultants
Triangles and Rectangles
Understanding Resistance
The Faces of Resistance
What Are Clients Resisting When They Are Resisting Us?
Underlying Concerns
Sometimes It Is Not Resistance
The Fear and the Wish
Ogres and Angels
And Heroics
Dealing with Resistance
Three Steps
Don?t Take It Personally
Good Faith Responses
Consulting with a Stone
From Diagnosis to Discovery
It Is Still the Relationship That Counts
The Call to Action
The Problem Is Not the Problem
How the Problem Is Being Managed
Flawless Discovery.11 Whole System Discovery
Third-Party Consulting
Takng a Whole-System Approach
Putting Whole-System Discovery to Work
The Payoff
Discovering Gifts, Capacities and Possibilities
When All Else Fails
The Power of Positive Deviance
The Implications for Consulting
An Example of What Is Working
Get the Picture
The Steps in Getting the Picture
A Word about Bias
Assessing How the Situation Is Being Managed
The Discovery Interview
Levels of Analysis
Your Experience As Data
Checklist # 5. Planning a Discovery Meeting
Checklist # 6. Reviewing the Discovery Meeting
Preparing for Feedback
A Clear Picture May Be Enough
Condensing the Data
Some Do?s and Don?ts
Language in Giving the Picture
Presenting the Picture . . . As Courtroom Drama
Support and Confrontation
Managing the Meeting for Action
How to Present the Picture
Structuring the Meeting
The Meeting for Action--Step by Step
A Recap
Resistance in the Meeting
Checklist # 7. Planning a Meeting For Action
When the Group Is at Odds among Themselves
Checklist # 8. Reviewing the Meeting
Modeling the Meeting
Implementation
Choosing Engagement over Installation
Deciding Doesn?t Get It Done
The Case Against Installation
Betting on Engagement
Elements of Engagement
The Meeting Is the Message
Eight Ways to Engage
The Point
Checklist # 9. Preparing for Implementation
Checklist # 10. Reviewing an Implementation Event
Consultant As Teacher
The Story
Assumptions about Motivating Students
The Reality
Taking a Consultant?s Stance
The Trip to Washington, DC
The Choice in the Matter
The Heart of the Matter
Choosing Learning over Teaching
Learning As a Social Adventure
The Struggle Is the Solution
The Question Is More Important Than the Answer
Beyond How
Insight Resides in Moments of Tension
Capacities Bear More Fruit Than Deficiencies
We Are Responsible for One Another?s Learning
Culture Changes in the Moment
If Change Is So Wonderful, Why Don?t You Go First?
The Final Question Is One of Faith
Suggestions for Further Reading
Acknowledgements
About the Author
About Designed Learning
Index

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