The Consultative Approach: Partnering for Results!

ISBN-13: 9780470431979 / Angielski / Miękka / 1998 / 208 str.

Virginia Lagrossa; Suzanne Saxe;Lagrossa

Opis

As a professional, you can't just apply your expertise. You need to present solutions in a way that best suits your clients. You have to work with a wide variety of people: team members, subject matter experts, top executives, and others. Working effectively with associates--while keeping an eye on budgets, schedules, and results--requires a collaborative outlook. "Successful professionals today need more than technical skills--they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients."
--Jon Olson, partner, Arthur Anderson "This book is rich, not only with specific suggestions and step-by-step instructions, but also with commentary and illustrations from the authors'] own client organizations. It is a useful book about a very important subject."
--William Bridges, president, William Bridges & Associates Working consultatively enables you to:

• Know how to work effectively with all types of people
• Use a strategic and collaborative communcation process
• Apply your expertise in ways that show your value . . . and more

The Consultative Approach is a how-to handbook that will enable you to reap the benefits of partnering. You'll find informative case studies, easy-to-use assessment tools, enlightening exercises, and practical worksheets. Plus, you'll get flow chart planning guides and a partnering strategy action plan that will enable you to chart your communication growth. The Consultative Approach has it all Plot your path to consultative success with this comprehensive guidebook.

Spis treści

Acknowledgments

Introduction: Partnering for Results 1

Part 1 An Expanded Toolkit 5

1 Working as a Partner 7

2 Getting to Know Your Clients 19

3 Providing Value Beyond Knowledge 41

Part 2 The Art of Managing Client Interactions 55

4 Preparing the Canvas 59

5 Finding the Subject 69

6 Painting What You See 85

Part 3 Journey to Success: The Consultative Process 95

7 Going in the Same Direction 101

8 Staying on Course 119

9 Where the Rubber Meets the Road 144

10 The Roadmap to Optimum Results 157

Part 4 The Partnering Strategy Action Plan 171

11 Partnering for Results: Your Plan 173

Glossary 179

Resources and References 181

About the Authors 185

Index 187

O autorze

SUZANNE SAXE have over thirty years of combined experience working in a variety of field, as internal and external consultants, marketing and sales professionals, product development managers, and educators. They have worked with over sixty companies in such fields as financial services, transportation, high technology, utilities, small business, service, hospitality, higher education, nonprofit, healthcare, networking, manufacturing, government, consulting, commercial real estate, and retail. Both Saxe and LaGrossa are specialists in training, organization development and many other management related areas.