3rd Edition—Completely Revised & Upgraded.

POWERFUL PROFESSIONALS:
Leveraging Your Expertise with Clients

The best selling Powerful Professionals book has been thoroughly upgraded to the 3rd edition:

• Updates the workshop learnings from over 15,000 participants in 1,000 workshops!
• Includes new content on Conflict, Selling Large Projects, Persuasion, and Delivering Bad News.
• Based on the world's biggest database on what clients value from professionals.

AND still keeps the best of the previous successful versions:

• A pragmatic model for delivering one's expertise—internally or externally.
• The best of the best advice for professionals:
  - how to ask powerful questions to set up powerful roles.
  - how to sort out complex situations with your clients-a highly valued skill.
  - how to sell your ideas—another highly valued skill, typically poorly done.
  - how to set up powerful roles—good for your clients, your organization & you.
• Dozens of checklists, models, application ideas, worksheets, …
• And much more…
• AND the Powerful Professionals Consulting Skills Workshop has been upgraded to include:
  - a flexible modular approach, so the skill building can be quickly customized to your specific needs.
  - a thoroughly tested, web-based, 360 Client Service Survey-the biggest and best in the business!
  

Powerful Professionals available from or

2nd edition available as an e-book at ebooks.ebookmall.com/ebook/218776-ebook.htm

With this book as your your Success Guide, turn your Expertise into Results!

Chock full of checklists, dos and don'ts, models, assessments, worksheets and flowcharts, this book is deigned to help you:

• establish 50-50 partnerships with clients and managers.
• market your professional skills.
• sell your ideas and proposals.
• establish powerful professional roles.
• make client resistance work for you.
• secure client commitment to action.

Using these skills effectively, you will experience increased impact and career satisfaction while being viewed as a valued, core member of your organization.

This practical, down-to-earth, how-to book will become your constant desktop reference.

About the Author:

Murray Hiebert M.Sc. is author-publisher of a successful worldwide workshops directed to professionals working inside organizations, Powerful Professionals and Consulting Skills for Professionals—over 1,000 workshops, 15,000 participants in USA, Canada, Europe, Latin and South America, and Southeast Asia. Murray brings to this book comprehensive field experience in professional work ranging from small firms to public institutions to Fortune 500 organizations. Murray is also co-author of The Encyclopedia of Leadership.

Quick Start - Finding What You Want

• How-to: use this book, where to the find information you need.

1. High Performing Professionals -- To view this chapter click here and scroll down

• How-tos: look at power, the consulting role—internal or external, change of perspective, what is credible to clients.

2. The Expertise Delivery Model

• How-tos: why have a model? overview of major stages, dos & don’ts, how to adapt the model.

3. Exploring the Need

• How-tos: starting questions, client fears, getting at the underlying issues, reframing problems & roles, rapport.

4. Clarifying Expectations/Commitments

• How-tos: why clarify? what to clarify, checklists, how much to clarify, documenting agreements, examples.

5. Gathering Information

• How-tos: information gathering techniques, asking great questions, sorting out complex situations.

6. Recommending Change

• How-tos: selling your recommendations, dealing with resistance, gaining commitment, introducing change, worksheets.

7. Closing and Taking Stock

• How-tos: difference between closing and taking stock, meeting checklist, brief consultations.

8. Mapping Client Systems

• How-tos: why map stakeholders? types of clients, application worksheets, dealing with conflict.

9. Sustaining Change

• How-tos: principles for change, readiness assessment, change ‘equation,’ systemic change, ‘people’ change.

10. Dealing with Conflict and Resistance

• How-tos: dealing with conflict, direct & indirect resistance, how to recognize a runaround, surfacing the real reason, examples.

11.Interpersonal Skills for Professionals

• How-tos: levels of listening, listening—from mechanics to empathy, establishing rapport, giving and receiving feedback

12. Enhancing Your Role & Career

• How-tos: role principles, range of roles, career growth as a professional, productive & satisfying careers.

13. Your Strategy: Yes or No

• How-tos: why a professional strategy?, a professional strategic model, examples, worksheets, saying ‘No.’

14. Marketing Your Skills Inside Your Organization

• How-tos: why market? self-assessment, what you have to offer, worksheets, 101 ways to market your skills.

15. Putting It All Together

• How-tos: principles, counterintuitive consulting behavior, 101 ways to apply, designing a consulting group, 101 way to coach

Selected Further Reading

• How-tos: where to find further information, brief summaries

Index

• How-tos: comprehensive index to find what you want.

"Guaranteed to help you think about your work differently. A rich resource. Years of experience and work went into this book - and you are the beneficiary."
Geoff Bellman
Consultant and Author of
The Consultant's Calling and Getting Things Done When You Are Not In Charge.

"Murray Hiebert has taught me more about consulting and managing professionals than anyone else. Read this book."
Norman Smallwood
Co-founder, Novations Group Inc
Co-author of Real-Time Strategy and Results-Based Leadership

"Dog-eared, coffee-stained and much-loaned—guaranteed to be a timeless resource on your bookshelf. What a high commendation for any book like this. This book is nothing short of the best reference manual for professionals applying consulting skills inside their own organizations or any other."
Brenda Spilker
Human Resources, Suncor

"This is a book for ALL professionals who want to become more influential."
Bob Ratay
Director Logistics Consulting
Avery Dennison

"No consultant should go on any assignment without this book by Murray Hiebert. It may save your life and that of your client."
AC Ho
Singapore

"An important primer for those of us who feel we have valuable knowledge, skills and experience to pass on to our internal clients, but who are unaccustomed to marketing ourselves."
Ross McNaughton
Learning Advisor, Government of Canada

Powerful Professionals available from or

2nd edition available as an e-book at ebooks.ebookmall.com/ebook/218776-ebook.htm