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Make the Right Choices about the Consultants you Hire and manage them well, and you will potentially create immeasurable business value. Select the wrong consulting firm or neglect to manage them effectively, and business value will elude you.
Extract Value from Consultants will show you how, depending on consulting spend, your organization can realize benefits in the order of thousands to multi-millions of dollars from three sources:
1. Increased strategic and operational benefits from projects-arising from more rigorous selection and management of consultants;
2. Reduced consulting spend-by being better equipped for contract negotiations and configuring more cost-effective project teams; and
3. Improved internal knowledge and capabilities-through more purposeful collaboration between your scarf and the consultants.
Extract greater value for your organization, and personally reap the rewards, when you next utilize consultants on a project.
|Publisher:||Greenleaf Book Group, LLC|
|Product dimensions:||6.10(w) x 9.00(h) x 1.10(d)|
About the Author
Over more than two decades, Gordon Perchthold and Jenny Sutton each worked, initially, for technology companies, and then for global management consulting firms. They progressed from senior consultants, through the manager and senior manager ranks (including, for Gordon, a sabbatical at Accenture), to become partners in Deloitte Consulting, and eventually managing partners of International Client Service at ABeam Consulting in Tokyo (formerly Deloitte's Japan practice).
In 2006, Gordon and Jenny established The RFP Company. Without the inherent constraints of a traditional consulting firm, they are able to apply a unique consulting approach to assist their clients to structure and extract value from complex business initiatives-which occasionally entails the involvement of large consulting firms.
Over their careers, their assignments have take them to Toronto, New York, San Francisco, Sydney, London, Zurich, Hong Kong, Shanghai, and a dozen other cities.
Table of Contents
Introduction: Time to Even the Odds 1
Part I Understand How Consultants Make Money from You
Chapter 1 Extracting Value Need Not Be Difficult 11
Chapter 2 How Consultants Add Value 17
Chapter 3 Demystifying the Economics of Consulting 27
Chapter 4 The Consulting Pyramid Scheme 35
Part II Sourcing Value from Consultants
Chapter 5 You, Net the Consultants, Need to Define the Problem 51
Chapter 6 See Beyond Brand and Relationship Marketing 59
Chapter 7 The RFP Process: Your Opportunity to Define the Game 69
Chapter 8 Proposals: The Consultant's Attempt to Gain the Advantage 85
Chapter 9 Selecting for Merit and Value 101
Chapter 10 Contracting for Business Outcomes, Not Just Limited Liability 121
Part III Successfully Realizing the Value
Chapter 11 Projects Deliver Value, Not Consulting Engagements 131
Chapter 12 Retain Control of Your Consultants 145
Chapter 13 Know When Enough Is Enough 153
Chapter 14 In the Event of Termination 163
Chapter 15 How to Undermine the Effectiveness of Your Consultants 171
Conclusion: Managing Consultants for Success 181
Appendix 1 Beware: Consulting Is Different in Asia 185
Appendix 2 Structure of a Typical RFP 201
Appendix 3 Key Components of a Consulting Contract 205
Appendix 4 Organization Evaluation 209
Appendix 5 Consultant Evaluation 213