The internal consultant : drawing on inside expertise / / Marcia Meislin

• Autore: Meislin Marcia
• Pubblicazione: Menlo Park, Calif., : Crisp Publications; Lanham, MD, : Distribution to the U.S. Trade, National Book Network, c1997
• Descrizione fisica: 1 online resource (110 p.)
• Disciplina: 658.4/6
• Soggetto topico: Business consultants
• Note generali: Bibliographic Level Mode of Issuance: Monograph
• Nota di contenuto: TITLE -- 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. ; Method 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.
• Titolo autorizzato: The internal consultant
• ISBN: 1-4175-2072-8
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Lingua di pubblicazione: Inglese
• Record Nr.: 9910829137503321
• Lo trovi qui: Univ. Federico II
• Serie: Fifty-Minute series.