Oh, for the glory days, when IT consulting was a gold mine. Now you’ve got to sweat for every dime, with competition from every continent. Fortunately, there are proven best practices for staying consistently profitable -- and a book that brings them all together.
High-Value IT Consulting starts by helping you assess your practice’s health on 12 key metrics: everything from utilization (the percentage of your consultants’ time you bill) to “sales hit ratio” (the percentage of opportunities you close). Next, the authors walk through the practice life cycle in detail, helping you improve it at every phase and mapping those improvements back to the 12 key success metrics.
For example, there’s systematic coverage of account development: validating yourself as a client-focused organization, pre-qualifying clients, refining pricing models, deciding which RFPs to pursue, and pursuing aggressively those you choose. (The RFP coverage is supported by excellent flowcharts -- just two of the book’s many downloadable tools, forms, and checklists.)
There’s a full chapter on keeping the pipeline full, and another on scoping out your potential client’s decision-making process. Once you’ve closed the deal, there’s comprehensive coverage of managing the engagement and relationship -- checklists for pre-engagement activities, strong engagement controls, practical guidance on methodologies, and assistance with testing, deploying, and closing engagements. Plus there’s detailed guidance on mitigating risk, managing multiple engagements on behalf of a single client, and much more. If you’re ready to optimize everything you’re doing, this book can help. Bill Camarda
Bill Camarda is a consultant, writer, and web/multimedia content developer. His 15 books include Special Edition Using Word 2000 and Upgrading & Fixing Networks for Dummies, Second Edition.