Richard Newton is an author and business adviser. He worked for the management consultancy practices of Cooper & Lybrand, Ernst & Young, and A.T Kearney, and continues to provide consultancy through his own company, Enixus. Richard has worked with many professional services firms on major projects, and has helped a number of firms with engagement processes and service line definitions. He is the author of several books including The Project Manager and the award winning The Management Book.

Table of Contents

Acknowledgements

Preface

Introduction

Part 1 Understanding consultants and consultancy

1. Consultants and consultancy

2. Why does anyone buy consultancy?

3. Your consulting service

4. The three core processes of client-centric consulting

Part 2 Consulting engagements

5. Finding and winning work

6. Transitioning

7. Delivering consulting engagements and satisfying clients

8. The alternative approach – process consulting and facilitation

9. Closing engagements and sustaining results

Part 3 High-performance consulting

10. Developing long-term client relationships

11. The ethical dimension

12. The language of consulting

13. Knowing when to say no

14. Key consulting tips

15. The client’s perspective – buying consultancy

Conclusion

Part 4 Additional resources for consultants

A. The tools, processes and materials of a consultancy business

B. References

C. Sample proposal letter

Index