High-Value IT Consulting: 12 Keys to a Thriving Practice

Overview

Designed specifically for IT professionals working in any type of consulting organization, here is a practical, real-world guide for delivering successful engagements to clients. Ready-to-use sample forms, tables, checklists, and charts are in the text and available free for download.
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Overview

Designed specifically for IT professionals working in any type of consulting organization, here is a practical, real-world guide for delivering successful engagements to clients. Ready-to-use sample forms, tables, checklists, and charts are in the text and available free for download.
Read More Show Less

Editorial Reviews

From Barnes & Noble
The Barnes & Noble Review
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.

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Product Details

  • ISBN-13: 9780072226256
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 10/31/2002
  • Series: It Project Management Series
  • Pages: 441
  • Product dimensions: 6.06 (w) x 9.58 (h) x 1.65 (d)

Table of Contents

Acknowledgments
Introduction
The Downloadable Online Forms
Pt. I IT Consulting Best Practices
Ch. 1 Evaluate the Current Health of Your Consulting Practice 3
Ch. 2 Road Map for Building a High-Performance IT Consulting Practice 25
Pt. II Selling Client Businesses and Engagements
Ch. 3 Implementing a Marketing Strategy 49
Ch. 4 Account Development Strategy 69
Ch. 5 The Client Account Pipeline and the Decision-Making Process 99
Ch. 6 The Client Decision-Making Process 117
Pt. III Delivering Client Engagements Successfully
Ch. 7 Pre-Engagement Activities 141
Ch. 8 Starting an Engagement 167
Ch. 9 Maintaining Engagement Controls 187
Ch. 10 Running an Engagement 209
Ch. 11 Testing, Deploying, and Closing an Engagement 241
Ch. 12 Working Multiple Engagements for a Client 263
Ch. 13 Risk Mitigation 279
Ch. 14 Legal Considerations in IT Consulting 297
Ch. 15 Quality Considerations 311
Ch. 16 Celebration, Communication, and Other Considerations 323
Pt. IV Running an IT Consulting Group or Practice
Ch. 17 The Evolving Practice 339
Ch. 18 Financial Management: The Bottom Line 351
Ch. 19 Day-to-Day Management of an IT Consulting Business 379
Ch. 20 Using Information Technology in IT Consulting 399
Ch. 21 Human Resources and Career Management 417
Index 433
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  • Anonymous

    Posted April 2, 2003

    Manditory read for consulting firms.

    Four stars for the book and the additional star for McGraw-Hill's web support team. A special thanks to McGraw-Hill's web support, Gareth and Paul, for their rapid response to my issue. This is an outstanding book and a quick read. My organization has made this a mandatory read among our consultants.

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