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

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