Maximizing the Value of Consulting: A Guide for Internal and External Consultants

547 Pages·2015·2.96 MB·English

by  Jack J. Phillips, William Trotter

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Copyright © 2015 by Jack Phillips, Patti Phillips, and William Trotter. All rights
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Library of Congress Cataloging-in-Publication Data
Phillips, Jack J., 1945-
Maximizing the value of consulting : a guide for internal and external consultants /
Jack J. Phillips, William Trotter, and Patricia Pulliam Phillips.
pages cm
Includes index.
ISBN 978-1-118-92340-5 (hardback)
1. Consultants. 2. Consulting frms—Management. I. Trotter, William Dow.
II. Phillips, Patricia Pulliam. III. Title.
HD69.C6P4695 2015
001—dc23
2015008310
Printed in the United States of America
10 9 8 7 6 5 4 3 2 1
From Jack and Patti:
To all the great consultants we have met, who are adding
value to their clients
From Bill:
To the great network of internal and external consultants
in the Association of Internal Management Consultants
(AIMC)
Contents
About the Authors ix
Acknowledgments xv
Preface xix
Chapter 1 The Role and Importance of
Internal and External Consulting 1
Chapter 2 Organizing the Consulting Practice
to Deliver Value 37
Chapter 3 Managing the Consulting Practice
to Deliver Value 81
Chapter 4 Controlling Costs and Enhancing
Value 117
Chapter 5 Utilizing the Consulting Scorecard
for the Practice 153
Chapter 6 A Logical Approach to Measure
Impact and ROI for Projects 175
Chapter 7 Developing Powerful Objectives at
Multiple Levels 217
viii CONTENTS
Chapter 8 Aligning Projects to the Business 233
Chapter 9 Planning the Evaluation 253
Chapter 10 Methods of Data Collection 269
Chapter 11 Data Collection at All Four Levels 315
Chapter 12 Isolating the Effects of Consulting 341
Chapter 13 Converting Data to Money 371
Chapter 14 Tabulating Project Costs and
Calculating ROI 409
Chapter 15 Reporting Results to Key Audiences 439
Chapter 16 Call to Action 479
Notes 485
Index 489