Consultant's Scorecard Tracking ROI and Bottom-Line Impact of Consulting Projects

ISBN-10: 0071742824

ISBN-13: 9780071742825

Edition: 2nd 2011

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Book details

List price: $57.95
Edition: 2nd
Copyright year: 2011
Publisher: McGraw-Hill Education
Publication date: 12/13/2010
Binding: Hardcover
Pages: 288
Size: 6.25" wide x 9.25" long x 1.00" tall
Weight: 1.188
Language: English

Jack Phillips, PhD, (Birmingham, AL) is the founder of the ROI Institute and author or editor of more than 60 books. He conducts workshops, provides consulting services, and speaks at conferences globally. Patricia Pulliam Phillps, PhD, (Birmingham, AL) is president and CEO of the ROI Institute, Inc. She has authored or edited more than 30 books on measurement and evaluation. She regularly conducts workshops and provides consulting services worldwide.

Setting the Stage
The Need for Consulting Results from the Client Perspective
Why Measure Results?
Trouble in Paradise
When Consultants Are Not Accountable
Shifting Paradigms
Needing a New Approach to Measure Impact
How to Make Sure You Get Your Consultant Focused on Results
Final Thoughts
How Consultants Can Prove the Value of Their Work to Clients: What's in It for the Consultant?
Why Measure ROI?
The Dilemma of ROI Accountability
What Is Causing This Concern for Accountability?
Finally, a Feasible and Credible Approach
The Framework: Evaluation Levels
The ROI Process Model
The Operating Standards: Guiding Principles
Implementation of the Process
How Evaluation Data Can Be Used: Benefits of ROI for Consulting
Application of the ROI Process: A Case Study
Final Thoughts
Initial Analysis and Planning: Key to a Successful ROI Evaluation
Overall Project Goal
Levels of Project Objectives
How Is It All Connected? Linking Evaluation with Needs
Planning for Measurement and Evaluation
Final Thoughts
Data Collection
Was It Useful and Did You Understand It?: Measuring Reaction and Learning
Why Measure Reaction?
Why Measure Learning?
Sources of Data
Topics for Reaction and Learning
Timing of Data Collection
Using Questionnaires and Surveys to Measure Reaction and Learning
Using Interviews to Measure Reaction and Learning
Using Focus Groups to Measure Reaction and Learning
Measuring Learning with Tests
Measuring Learning with Simulation
Measuring Learning with Less Structured Activities
Using Reaction and Learning Data
Final Thoughts
Measuring the Progress of Consulting Projects: Tracking Application and Impact
Why Measure Application?
Why Measure Business Impact?
Data Collection Key Issues
Using Questionnaires to Measure Application and Impact
Using Interviews and Focus Groups
Using Observation
Using Action Plans
Using Performance Contracts
Monitoring Business Performance Data
Selecting the Appropriate Method for Each Level
Final Thoughts
Separating the Consulting Impact from Other Factors: How to Isolate the Effects of the Consulting Project
Why Isolate the Effects of Consulting Projects?
Preliminary Issues
Use of Control Groups
Analytical Approaches
Estimates from Credible Sources
Using the Techniques
Final Thoughts
How to Convert Business Measures to Monetary Values
Why Convert Data to Monetary Values?
The Five Key Steps to Convert Data to Money
Standard Monetary Values
When Standard Values Are Not Available
When Conversion Should Not Be Pursued: The Intangible Benefits
Selecting the Techniques and Finalizing the Values
Final Thoughts
Costs and ROI: Monitoring the Costs of Consulting and Calculating ROI
The Importance of Costs and ROI
Developing Costs
Cost-Tracking Issues
Major Cost Categories
Basic ROI Issues
ROI Measures
BCR/ROI Case Application
Other ROI Measures
Benefits of the ROI Process
Final Thoughts
Reporting and Implementation
Reporting Results: How to Provide Feedback and Results to the Client
Communicating Results: Key Issues
Analyzing the Need for Communication
Planning the Communication
Selecting the Audience for Communications
Developing the Information: The Impact Study
Selecting the Communication Media
Communicating the Information
Analyzing Reactions to Communication
Final Thoughts
Making It Routine: Overcoming Resistance to Measuring ROI
The Resistance
The Approach to Overcoming Resistance
Assessing the Climate
Developing Roles and Responsibilities
Establishing Goals and Plans
Revising/Developing Policies and Guidelines
Preparing the Consulting Staff
Initiating ROI Projects
Preparing the Management Team
Removing Obstacles
Monitoring Progress
Final Thoughts
Appendix: Do Your Consulting Projects Focus on Results?
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