LEADER 04562nam 2200565 a 450 001 9910971180103321 005 20251117115555.0 010 $a1-4175-2072-8 035 $a(CKB)111090425051350 035 $a(OCoLC)228064288 035 $a(CaPaEBR)ebrary10058019 035 $a(SSID)ssj0000181000 035 $a(PQKBManifestationID)11189956 035 $a(PQKBTitleCode)TC0000181000 035 $a(PQKBWorkID)10168141 035 $a(PQKB)10814154 035 $a(MiAaPQ)EBC3116924 035 $a(Au-PeEL)EBL3116924 035 $a(CaPaEBR)ebr10058019 035 $a(OCoLC)922967014 035 $a(BIP)13176429 035 $a(BIP)47332521 035 $a(EXLCZ)99111090425051350 100 $a19960910d1997 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe internal consultant $edrawing on inside expertise /$fMarcia Meislin 210 $aMenlo Park, Calif. $cCrisp Publications ;$aLanham, MD $cDistribution to the U.S. Trade, National Book Network$dc1997 215 $a1 online resource (110 p.) 225 1 $aA Fifty-Minute series book 300 $aBibliographic Level Mode of Issuance: Monograph 311 08$a1-56052-417-0 327 $aTITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- ABOUT THE SERIES -- CONTENTS -- DEDICATION -- INTRODUCTION -- SECTION 1 What Is an Internal Consultant? -- THE INTERNAL CONSULTANT -- CONSULTANTS' SPECIAL CHALLENGES -- HOW AND WHY PEOPLE BECOME INTERNAL CONSULTANTS -- Career Enrichment -- CONSULTING COMPETENCIES FEEDBACK -- SECTION 2 How to Define Yourself as a Consultant -- WHAT IS THE CUSTOMER-SUPPLIER CHAIN? -- HOW DO YOU FIT INTO THAT CHAIN? -- WHAT DO CLIENTS NEED FROM YOU? -- WHY CONSULTANTS NEED TO BE REAL -- Author's Response -- Lesson 1: Most People Are Ambivalent about Hearing Honest Feedback -- Lesson 2: They Often "Shoot the Messenger" -- Lesson 3: Build Rapport and Trust with Your Client Before Beginning Intensive Work -- Lesson 4: Client Resistance Can Happen Anywhere, Anytime and at Any Level -- IN-HOUSE CONSULTANTS: SPECIAL CONSIDERATIONS -- SECTION 3 The Eight-Phase C-O-N-S-U-L-T-S Process -- THE INTERNAL CONSULTING PROCESS -- PHASE 1: CONTACT -- First Impressions -- FINDING DECISION MAKERS -- WHEN IS THE BEST TIME TO MAKE CONTACT? -- CONTACT OBSERVATIONS -- PHASE 2: OUTCOMES -- CONSULTANT'S ANALYSIS OF THE SITUATION -- PHASE 3: NEGOTIATE NEEDS -- COMMON NEGOTIATING POINTS -- Time Commitment on Both Sides -- Method for Data Gathering -- Specific Objectives and Timeframes -- Administrative Support -- Budget -- Check-in Periods -- Ongoing Form of Communication -- Relationship Issues -- Location/Office Space -- Additional Points to Clarify -- PHASE 4: SEARCH FOR DATA -- WHY DO DATA GATHERING? -- INFORMATIONAL INTERVIEWING GUIDELINES -- Interview Guidelines -- Setting Up the Interview -- Preparing for the Interview -- Starting the Interview -- Conducting the Interview -- Listen Actively -- Taking Notes -- Closing the Interview -- PHASE 5: UNDERSTAND AND FEED BACK DATA -- THE THREE METHODS -- Method 1: Gap Analysis. 327 $aMethod 2: Forced-Field Analysis -- FORCE-FIELD ANALYSIS -- Method 3: The Four Ps Analysis -- TIPS FOR RECEIVING FEEDBACK -- PHASE 6: LAY OUT ACTION PLAN -- DEVELOPING A UNIFIED PLAN -- Activity #1 -- Activity #2 -- Activity #3 -- WRITING OUT THE UNIFIED ACTION PLAN -- PHASE 7: TRACK RESULTS -- PHASE 8: SET IN MOTION -- SECTION 4 Understanding and Working with Resistance -- WHAT IS RESISTANCE? -- HANDLING RESISTANCE -- STRATEGIES FOR RESISTING RESISTANCE -- Your Own Blocks -- APPLYING WHAT YOU LEARNED -- SECTION 5 How to Market Yourself Inside the Organization -- POSITIONING YOURSELF IN THE MARKET -- Create Your Positioning Statement -- DESCRIBING YOUR BENEFIT -- NOW IT'S YOUR TURN. READY? GO? -- PACKAGING YOUR SERVICES -- GETTING CREDIBILITY. 330 $aThis book addresses the major kinds of internal help: problem solving, enacting change, giving advice, and working on large-scale transformations. Included are clear descriptions of the seven-phase internal consulting process and why it is important to conduct a "lessons learned" wrap-up meeting to explore outcomes. 410 0$aFifty-Minute series. 606 $aBusiness consultants 615 0$aBusiness consultants. 676 $a658.4/6 700 $aMeislin$b Marcia$0253678 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910971180103321 996 $aThe internal consultant$94476594 997 $aUNINA