The Consultants Handbook: A Practical Guide to Delivering High–value and Differentiated Services in a Competitive Marketplace

AN INDISPENSABLE GUIDE TO CONSULTING WITH CONFIDENCE

Consulting is becoming an increasingly critical function in today′s organizations, where expert knowledge translates into competitive advantage. The Consultant′s Handbook introduces the essential practical skills required to consult and make sharp, well–prepared interactions in a wide range of business situations.

Based upon his 20 years of experience in international consulting, Samir Parikh outlines a set of simple practices that you can apply straight away.

LEARN HOW TO:

Prepare for a successful consulting engagement Establish suitable credibility as a consultant Manage client projects and interactions effectively Overcome client–related obstacles Formulate and deliver compelling arguments and advice

With extensive case studies providing insight into the day–to–day requirements for consulting and actionable tips throughout, you will gain an understanding of the fundamental skills and attitudes needed to excel in the world of consulting.

About the author vii

INTRODUCTION 1

PART I CONSULTING FUNDAMENTALS 3

Chapter 1: What is Consulting? 5

Chapter 2: Preparing to Consult 25

Chapter 3: Establishing Credibility 37

Chapter 4: Managing Client Meetings 47

PART II CASE STUDIES 61

Case Study 1: Exploring a New Consulting Opportunity 63

Case Study 2: Presenting a Solution Approach 85

Case Study 3: Scoping a Study 101

PART III Additional Topics 117

Chapter 5: Proposing a Consulting Service 119

Chapter 6: Delivering a Consulting Service 133

Chapter 7: Client Interactions and Related Obstacles 173

Chapter 8: The Skill of Advising 193

Index 215

SAMIR PARIKH is a principal business consultant, practice manager, and consultancy CEO with over 20 years of industry experience. In 2000, Samir founded SPConsulting, a global management consulting firm specializing in organizational strategy and change management. With a track record of projects conducted in more than 50 countries the firm works closely with companies that are transforming into consulting–based organizations, delivering solutions and professional services in highly competitive environments. Samir is also a regular speaker on the topic of consulting towards senior audiences across industries, as well as to ambitious undergraduate students at leading universities.