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The Consultant's Handbook - a Practical Guide to Delivering High-value and Differentiated Dervices in a Competitive Marketplace


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Table of Contents

About the author vii INTRODUCTION 1 PART I - CONSULTING FUNDAMENTALS 3 Chapter 1: What is Consulting? 5 Chapter 2: Preparing to Consult 25 Chapter 3: Establishing Credibility 37 Chapter 4: Managing Client Meetings 47 PART II - CASE STUDIES 61 Case Study 1: Exploring a New Consulting Opportunity 63 Case Study 2: Presenting a Solution Approach 85 Case Study 3: Scoping a Study 101 PART III - Additional Topics 117 Chapter 5: Proposing a Consulting Service 119 Chapter 6: Delivering a Consulting Service 133 Chapter 7: Client Interactions and Related Obstacles 173 Chapter 8: The Skill of Advising 193 Index 215

About the Author

SAMIR PARIKH is a principal business consultant, practice manager, and consultancy CEO with over 20 years of industry experience. In 2000, Samir founded SPConsulting, a global management consulting firm specializing in organizational strategy and change management. With a track record of projects conducted in more than 50 countries the firm works closely with companies that are transforming into consulting-based organizations, delivering solutions and professional services in highly competitive environments. Samir is also a regular speaker on the topic of consulting towards senior audiences across industries, as well as to ambitious undergraduate students at leading universities.


"It's a clearly-presented book that's clearly applicable to public relations consultants... I'm placing [it] on my bookshelf alongside the classic texts on consulting by David Maister" (Behind the Spin, June 2015) "Enough good material here to interest those embarking on this career path" (The Irish Times, July 2015)

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