دانلود کتاب Odyssey --The Business of Consulting: How to Build, Grow, and Transform Your Consulting Business

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Content: The Consultant\'s Growth PathFour Levels of Consulting The Good Soldier The Competent Warrior The Trusted Advisor The Master PractitionerThe Learning Continuum The Learning Lenses The Business Lenses Communication and Team/Organization DynamicsThe Consulting Levels in Detail Life as a Good Soldier Kicking It Up a Level Thinking Like Business People Leaving a LegacyOdyssey in Action IWHIT MITCHELL, WORKING IN SYNC, HANOVER, NH The Trusted Advisor BreakthroughOdyssey in Action IIDR SHAYNE TRACY, ODYSSEY TRANSFORMATIONAL STRATEGIES, ONTARIO, CANADA The Veterinarian That Never WasChapter SummaryCalls to ActionAppendix IBibliographyThe Odyssey Arrow Value Engagement Process: Bringing Clarity to Client NeedsExtrinsic and Intrinsic FactorsThe Arrow Legend Explained The Value Engagement Practices The Value Integration PracticesThe Ideal Client Profile: Who, What, When, Where, Why, How Who Is My Ideal Client Number 1 Category (IC1)? What Is My Ideal Client Looking for? When Is My Ideal Client in the Market? Where Do My Ideal Clients Find Me? Why Will My Ideal Clients Engage Me? How Will We Work Together?Executive Briefing Our StoryMeeting One The M1 Questions-Step 1: Situation Analysis-Past, Present, Future The M1 Questions-Step 2: Clarifying Assignment Objectives The M1 Questions-Step 3: Establishing the Measures (Metrics) of Success and Value Add Questions Appropriately to Dig Deeper The Discovery Audit Diagnostic Methods The Problems Associated with Discovery The Benefits of Good DiscoveryMeeting One Response Letter Sample M1r LetterMeeting TwoBusiness Management Review Sample BMR Setup E-mail The BMR in Action Our Story ACP Engineering-BMR ReportOdyssey in Action ISERGIO MOTLES, SUMMIT CONSULTING, SANTIAGO, CHILE The Power of the BMROdyssey in Action IIDAN GROBARCHIK, EXSELL INC., GREEN BAY, WI It Starts with Finding Ideal ClientsA Note on Technology SupportChapter SummaryCalls to ActionBibliographyThe Odyssey Arrow Integration Phases: Delivering Strategic ImperativesRecommendation Laying the Groundwork for REC The Century Management Case Study Macro Objectives Micro Objectives The Recommendation Phase 1: APC Competency-Communications and Teambuilding Phase 2: APC Business-The Business of the Professional Practice Phase 3: APC Strategy-Strategic Thinking and Planning Phase 4: APC Integration-Follow Up and Follow ThroughOrganizational Development InterventionSummary Evaluation ReportOdyssey in Action IRON PRICE, PRICE ASSOCIATES, BOISE ID It\'s Not a Product, It\'s a PartnershipOdyssey in Action IITIM MALONEY, NEWPORT GROUP, ONTARIO, CANADA The Smartest Person in the RoomOdyssey in Action IIIPADRAIG BERRY, STRATEGIC FOCUS, DUBLIN, IRELAND Slowing Down to Speed UpChapter SummaryCalls to ActionBibliographyApplying a Client-Centered Value StrategyThoughts on SellingConsultative SellingTraditional Consulting Model versus Value Creation ModelOur StoryEight Ways to Increase Your Consulting Revenues Expand Your Client Base and Attract New Clients Develop Longer-Term Retainer-Type Contracts Capitalize on Your Original Cost of Acquisition by Creating Passive or Parallel Product Income Streams Broaden Your Strategic Positioning: Sell Larger Assignments Justify Higher Fees by Creating Higher Perceived Value Improve Assignment Profit Margins: Focus on Ideal Clients and Solutions Reduce the Cost of Client Acquisition Develop Strategic Partnering RelationshipsThe Professional Service Firm Distinctiveness of Professional Service FirmsThe Life and Times of 400 ConsultantsSix Consulting Perspectives Perspective 1: The Generalist and the Specialist Perspective 2: Business or Profession? Perspective 3: The Nature of Consulting Perspective 4: Consulting Is Always Temporary Perspective 5: The Purpose of Consulting Perspective 6: How Do Consultants Intervene?Odyssey in Action IMEL NELSON, PRESIDENT & CEO, EXECUTIVEMANAGEMENT SYSTEMS, FARGO, ND Letting the Client Lead the WayOdyssey in Action IIJEAN ANN LARSON, MANAGING PARTNER, JEAN ANN LARSON & ASSOCIATES, DALLAS, TX Building a New Consulting BusinessChapter SummaryCalls to ActionBibliographyThe Business Behind ConsultingFinancial IntelligenceThe Odyssey Profit Drivers Staff Profitability A Consultant Danger ZonePersonal Profitability Value BasicsClient ProfitabilitySales and Marketing ProfitabilityPortfolio of Solutions ProfitabilityNiche Market ProfitabilitySetting Client Fees and Value BillingFour Basic Categories of Fee Setting Time Fixed Fee Retainer Contingency FeesResults-Based Consulting The Economic Buyer The Consultative Relationship The Value/Fees PropositionMaking Your Talent Work for YouMaking the Client a HeroOpportunities AboundThe Art and Science of Setting Fees in a Consulting PracticeThe Client/Consultant Value MatchPresence Creates ValueThe Consultant as an InvestorThe Value of the Generalist and the Specialist Specialize Be Clear about Your Difference Define Your Ideal Clients Focus, Focus, FocusOdyssey in Action IMARK DEBINSKI, BLUEWATER ADVISORY & BLUEWATER SEARCH, SYKESVILLE, MD Before You Do the Business, You\'ve Got to Find ItOdyssey in Action IIVICKI LAUTER, MANAGING PARTNER, STRATEGICHUMAN INSIGHTS, ATLANTA, GA The Test Comes When You Quote Your PriceChapter SummaryCalls to ActionBibliographyThe Mind-Set FactorBeyond the Mental Game of ConsultingConverting Your Talents into Strategic Competencies The Odyssey Trusted Advisor Competency ModelDefining Success as a Professional Advisor Six Dimensions of Success Measuring Your SuccessThe Triple Mind: From Brain Power to Mind Power The Four Dimensions of the Competent ConsultantTrustworthiness Defined Ten Ways to Create Entrusting Relationships with Your Client Ten Ways to Create Distrusting Relationships with Your ClientPositive Psychology-Managing Your Potential and Possibilities Your Self-Concept and How It Affects Your Consulting Practice Your Self-Ideal Your Self-Image Your Self-EsteemWriting Your Personal StrategyA Word on Responsibility-A Consultant Obligation Invest in Yourself Two Reasons People Do Not Take Full Responsibility Fear Absence of Courage Eight Courage-Creating PrinciplesConsulting and Corporate ResponsibilityTimeless Life and Consulting Principles The Timeless Principle of Cause and Effect A Practical Example The Timeless Principle of Belief The Timeless Principle of Expectation The Timeless Principle of AttractionGreat Consulting Mind-SetsOdyssey in Action IKATHLEEN CALDWELL, CALDWELL CONSULTING GROUP, WOODSTOCK, IL Making Change StickOdyssey in Action IIJOHN OAKES, CEO, SBL CONSULTING GROUP, REDDING, CA Every Client Experience Is a Growth OpportunityChapter SummaryCalls to ActionBibliographyOdyssey ReflectionsJohn Butler and Getting Out of Your Own WayDR SHAYNE TRACY, CEO, EXECUTIVE STRONG, ONTARIO, CANADANothing Happens until Somebody Does SomethingART BOULAY, CEO, STRATEGIC TALENT MANAGEMENT, BRUNSWICK, MEOdyssey, the Rubicon, and BeyondCAROL RENAUD GAFFNEY, PhD, BEHAVIORALINTELLIGENCE CONSULTANT® INTEGRATED BEHAVIORALINTELLIGENCE SOLUTIONS⠢ LLC, BARRINGTON, RIChanging Direction with OdysseyMARCEL VAN DER WAL, HERMOSILLO, MEXICOOdyssey Helped Me to See Myself through the FogANDREW YOSHIOKA, SANBONKI INC., ONTARIO, CANADAIn ConclusionAbout Odyssey Consulting InstituteIndexIndex