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About This Book | |
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Preface | |
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Acknowledgments | |
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Setting the Stage | |
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The Nature of Consulting | |
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It's an Industry | |
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Types of Consulting | |
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Scope of Consulting | |
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Trusted Consultant and Advisor | |
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Consultant Qualifications | |
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What Is Professional Consulting? | |
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Why Companies Hire Consultants | |
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Why Consultants Are Needed | |
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Fast, Bigger, Better, Cheaper Outcomes | |
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Forces That Drive Business Consulting | |
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Expectations of Consultant Services | |
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Changes in Client's Business and Organization Needs | |
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Future Challenges | |
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A Model for Professional Consulting | |
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What Do We Mean by "Process"? | |
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A Framework for Consulting | |
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The Four Stages of Consulting | |
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The Four Roles of Consulting | |
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Consulting Competencies | |
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Applying the Model | |
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Stage One: The Developing and Designing Process | |
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Stage One Competencies: Winning the Business | |
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Understanding the Client's Business and Industry | |
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Making a Good First Impression | |
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First Meeting Dynamics | |
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Stage One, Continued: Assessing Client Needs and Managing Expectations | |
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The Purpose of Conducting a Needs Assessment | |
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Types of Questions: The Fundamentals | |
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Conducting a Needs Assessment: A Question Strategy | |
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Needs Assessment: Listening Actively | |
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The Proposal Development Process | |
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Managing Expectations | |
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Stage Two: The Mobilizing and Aligning Process | |
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Stage Two Competencies: Mobilizing and Aligning | |
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Work and Project Plan Reviews | |
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Risk Assessment Factors | |
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Project Launch Meetings | |
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Stage Two, Continued: Turning a Consulting Group into a Team | |
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Defining a Team | |
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Stages of Team Development | |
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Diagnosing Project Team Performance | |
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How Team Building Is Conducted | |
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Special Problems in Building Project Teams | |
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Characteristics of High-Performing Teams | |
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The Project Leader Style Needed for Team Building | |
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Stage Three: The Building and Producing Process | |
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Stage Three Competencies: Building and Producing | |
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Data Gathering | |
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Performance Management and Coaching | |
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Coaching Consultants | |
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Motivating Consultants | |
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Progress Review Meetings | |
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Navigating Organizational Politics | |
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Project Management Issues | |
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Stage Four: The Implementing and Deploying Process | |
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Stage Four Competencies: Implementing and Deploying | |
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Managing Change | |
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Implementation Strategies | |
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Skills Transfer | |
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Measuring Customer Satisfaction | |
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Satisfaction Assessment Metrics | |
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The Bigger Picture | |
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Improving Consulting as a Professional Practice | |
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A Reality Check About Consulting | |
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The Need to Professionalize Consulting | |
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Professional Capabilities of Consultants | |
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Building Block One: Client's Business Focus | |
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Building Block Two: Business Management | |
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Building Block Three: Technical Requirements | |
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Building Block Four: Interpersonal Attributes | |
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Building Block Five: Effective Leadership | |
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Lessons of Experience | |
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How to Grow in Professional Capability | |
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Lessons from McKinsey | |
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The Pain and Joy of a Consulting Career | |
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Professional Proficiencies in Consulting | |
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Trends for the Twenty-First Century | |
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Appendices | |
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The Consulting Role Preference Indicator | |
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Guidelines for Successful Consulting | |
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The Leadership Role of Consultants | |
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Consulting Case Applications | |
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Diagnostic Procedures and Instruments for Consulting Teams | |
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Bibliography and Resources | |
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About the Author | |
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Index | |