The Consultant's Scorecard: Tracking Results and Bottom-Line Impact of Consulting Projects - Rilegato

Phillips, Jack

Rilegato

ISBN 10: 0071348166 ISBN 13: 9780071348164

Casa editrice: McGraw-Hill Education, 2000

Riassunto

Most salespeople now have laptop computers, but rarely receive training in how to use them effectively to make a sales presentation. How to Sell with a Laptop is the first book that tells sales people: How to use a laptop computer strategically on each sales call; What to do and what not to do when delivering a laptop-based sales presentation; How to use the Web to access information during a sales call, and; Tips for making easy PowerPoint presentations - customized for each client. The first framework to help both consultatns and their clients measure the impact - and return on investment - of consulting projects. Today's consulting business faces an accountability crisis. Consultants are increasingly being required to prove the measurable value - and return on client's investment - of their work. The Consultant's Scorecard outlines a valuable new program that allows both consultants and their clients to measure the success of consulting and performance improvement projects in terms of business impact, ROI, and other widely accepted performance standards. Based on innovative methods that have worked for leading companies including AT&T, Compaw, and Bristol Myers-Squibb - complete with case studies and examples - The consultant's Scorecard contains checklists, tables, and charts to help the reader isolate each critical area of theconsulting project. It is the first book to provide a step-by-step method for confidently evaluating the overall success of consulting and performance improvement projects.

Su questo libro

L'autore:

Jack Phillips, Ph.D., is the founder of Performance Resources Organization, now the world's leading consulting firm specializing in accountability issues. The author or editor of more than 200 books and 100 articles, including The Handbook of Training Evaluation and Measurement, he has served as a bank president, Fortune 500 training and development manager, and professor of management at a major state university. His clients in 20 countries include such internationally respected companies as AT&T, Federal Express, Lockheed Martin, Motorola, and Xerox.

Contenuti:

Part I: Setting the Stage.

The Need for Consulting Accountability from the Client Perspective: Why Measuring Results Is Worth the Trouble.

What's in It for Me? How Consultants Can Prove the Value of Their Work to Clients.

Initial Analysis and Planning: Key to a Successful Evaluation.

Part II: The Six Measures.

Was It Useful? How to Measure Reaction and Satisfaction.

What Did the Client Organization Learn? How to Measure Skill and Knowledge Changes During the Consulting Intervention.

Was the Intervention Implemented Properly? How to Measure Implementation, Application, and Utilization.

What Was the Impact? How to Capture Business Impact Data.

How to Calculate and Interpret ROI: And Other Measures of Financial Payoff.

How to Capture and Report the Nonfinancial Benefits of a Consulting Intervention: Identifying Intangible Measures.

Part III: Key Issues with the Measures.

Separating the Consulting Impact from Other Factors: How to Isolate the Effects of the Consulting Intervention.

How Much Did It Cost? Monitoring the True Costs of the Consulting Intervention.

Part IV: Challenges.

How to Build a Business Case for the Consulting Expense: Forecasting ROI.

How to Provide Feedback and Communicate Results to the Client.

Overcoming Resistance and Barriers to Measuring Consulting ROI.

Appendix: Do Your Consulting Projects Focus on Results? A Self-Assessment.

Su questa edizione

• Editore: McGraw-Hill Education
• Data di pubblicazione: 2000
• ISBN 10: 0071348166
• ISBN 13: 9780071348164
• Rilegatura: Copertina rigida
• Numero di pagine: 400