Management Consulting Today and Tomorrow: Perspectives and Advice from Leading Experts

Cover
Title
Copyright
Contents
Contributors
PART I Consulting Industry, Skills, and Professionalism
	Introduction
	1 The Changing Global Consulting Industry
		A Return to Consulting's Heyday
		The Global Financial Meltdown
		Back on Track
		What Lies Ahead?
		After the Burst of the Bubble
		History in Brief
		Enduring Trends and Client Needs
		Responses of Consulting Firms to Marketing Trends
		Industry Restructuring
		Role Restructuring
		More Questions than Answers
	2 Professionalism in Consulting
		Forging Attitudes
		Skills with Clients
		Integrity at the Core
		Problems of Enforcement
		The Real Bottom Line
	3 The Marketing and Selling of Consulting Services
		The Challenge
		Where to Start?
		Achieving the Right Balance
		Keys to Effectiveness
		Compensation and Rewards
		Relationship Marketing
		Advertising, Public Relations, and Media Management
		Other Approaches
		Solo Practitioners and Small Firms
		Future Needs and Challenges
PART II Major Practice Areas in Consulting
	Introduction
	4 IT Management Consulting: The Industry and Profession
		1.0 Introduction
		2.0 Evolution of IT and IT Consulting
		3.0 Defining the IT Industry
		4.0 Defining IT Management Consulting
		5.0 Future of IT Management Consulting
		6.0 Conclusion
	5 Strategy and Organization Consulting
		Before 1960: The Primacy of Intuition and Judgment
		1960-2000: Sequential Consulting, Divergent Disciplines
		From Business Policy to Value Creation Models
		Organization Consulting: From the Individual to the Enterprise
		Requirements for Organization Consultants
		Change Management Consulting
		An Aging Model
		Concurrent and Integrated Enterprise Design
		Implications for Consulting
	6 Trust-Based Selling of Consulting Services
		The Paradox of Consulting Sales
		The Alternative: A Trust-Based Approach to Selling Consulting Services
		Building a Consulting Firm That Sells on Trust
	7 Operations Management Consulting
		Who Are Today's Operations Consultants?
		The Five Ps of Operations Management
		Key Concepts for ΟΜ Consultants
		Different Contexts for OM Consulting
		Analytical Tools of Operations Consultants
		Practical Problems Facing OM Consultants
		Future Issues for ΟΜ Consulting
		The Challenge and Reward of OM Consulting
	8 Human Resources Consulting: 2016
		Definitions
		Market Size and Characteristics
		Types of HR Consulting
		Types of HR Consultants
		Buyers of HR Consulting Services
		An Overview of the HR Consulting Field
		Conclusion
PART III Consulting in Different Contexts
	Introduction
	9 Consulting to CEOs and Boards
		Consulting to CEOs
		Consulting to the Board
		Consulting to Both the CEO and the Board
		Know Thyself and Thy Client
	10 Consulting on the Global Stage
		Introduction
		Pre-Engagement Considerations
		Putting the Global Consulting Approach to Work
		The Global Consulting Experience
	11 Public Sector Consulting
		1. What Is Public Sector Consulting?
		2. Process for U.S. Federal Government Consulting - Contractor/Client Roles, Relationships, Rules, Regulations and Request for Proposals
		3. The Role of the Consultant/Contractor Vis-à-Vis Competitor Clients/Customers - Prior, During and After the RFP
		4. Responding to Request for Proposals
		5. The Top Government Consultants/Contractors/Key Competitors/Products and Services/Linkages via M&As
		6. The Future of Public Sector Consulting
		Appendix 1 - Federal Acquisition Regulation
		Appendix A - Lockheed Martin Major Consulting/Production Contracts
		Appendix Β - Boeing Acquisition of Rockwell International Major Consulting/Production Contracts as Described in a Federal Trade Commission Article at the Time of the Acquisition
		Appendix C - Northrup Grumman Acquisition of TRW Major Consulting/Production Contracts and Short History of TRW
		Appendix D - Details of the Raytheon Merger with Hughes
		Appendix Ε - Details of the Leidos Holdings/SAIC Consulting Services
PART IV Implementation in Consulting
	Introduction
	12 Intervention Strategies in Management Consulting
		Key Dimensions in Consulting Interventions
		Four Alternative Intervention Strategies
		Implications for Consultants, Clients, and the Profession
	13 Consulting to Integrate Mergers and Acquisitions
		Dynamics of M&A Consulting
		Common Integration Issues
		Intervention Strategies and Techniques
		The Future of M&A Consulting
	14 Business Transformation and Innovation Consulting
		Introduction
		Business Transformation Defined
		Consulting Roles in Business Transformation
		Transformational Leadership
		Collaboration and Innovation
		The Business Transformation Consulting Experience
PART V Managing and Growing the Consulting Firm
	Introduction
	15 Managing Growth Stages in Consulting Firms
		Growth Stages and Crises
		Stage I: Exploring the Market for Growth Opportunities
		Stage II: Focusing on a Specialized Market Niche
		Stage III: Diversifying into Multiple Offices and Related Services
		Stage IV: Institutionalizing into a One-Firm Firm
		Fifth Stage and Resulting Crisis?
		Developmental Leadership
	16 High-Performance Consulting Firms
		Strategy, Goals, and People Success Factors
		Leadership and Partnership Behavior
		The Firm's Culture: Cause and Consequences
		Alignment and Firm Size
	17 Knowledge Management in Consulting
		1.0 Introduction
		2.0 Competing on Knowledge
		3.0 Learning and Knowledge Transfer in Management Consulting
		4.0 Knowledge Management Systems in Consulting
		5.0 Conclusion: Thinking About the Future of Knowledge
PART VI Looking Ahead at Management Consulting
	Introduction
	18 Ethics and the Trusted Advisor
		Ethics, Virtues, and Values
		How Do Trusted Advisors Behave?
		How Can We Create Ethical Firms of Trusted Advisors?
		Evaluating Success as a Trusted Advisor and as an Ethical Firm
	19 Consulting in Entrepreneurship: Essential Foundations for Consultants
		The Entrepreneurial Revolution
		Creation or Discovery? Are Business Opportunities Created or Discovered?
		The Entrepreneurial Journey
		Dynamic Value Creation in Entrepreneurship
		Evolution of Roles and Skillsets
		The Entrepreneurial Mindset
		Innovation and Disruptions - Evolution and Revolution
		Implications for Consultants
Literature on Management Consulting
Index