The Powerful Professionals Desktop Workshop:
FREE Consulting Skills Resources

TABLE of CONTENTS

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Consulting Resource	Pages in Powerful Professionals book
Chapter 1. High Performing Professionals
1.1 Five-stage Expertise Delivery/Consulting Model	5, 16
1.2 Alternative Six-step Consulting Model
1.3 Moving from a Professional Specialist to Internal Consultant	8
1.4 Specialist or Consultant?
1.5 What our Database Says About High Performing Professionals	11, 12
Chapter 2. Expertise Delivery Model
2.1 Five-stage Expertise Delivery/Consulting Model	16
2.2 Comparison of Consulting Models
Chapter 3. Stage 1: Exploring the Need
3.1 Flowchart of a Typical First Exploratory Conversation	27
3.2 Powerful Opening Questions	34
3.3 Defining the Problem Scope	38
3.4 A Self Assessment of Exploring the Need Skills	45
3.5 Checklist for Establishing Rapport	41
Chapter 4. Stage 2: Clarifying Commitments
4.1 Clarifying Expectations & Commitments Checklist	52, 53
4.2 Clarifying Commitments: Confirming Document Example 1	58
4.3 Clarifying Commitments: Confirming Document Example 2	59
4.4 Clarifying Commitments: Confirming Document Example 3	60
Chapter 5. Stage 3: Gathering Information
5.1 Sorting Out Complex Situations: The "Hourglass" Model	77 to 79
Chapter 6. Stage 4: Recommending Change
6.1 The Selling Wheel	84, 92
6.2 A Checklist of Typical Client Benefits	91
6.3 Recommending Change: A Presentation Worksheet	103 to 105
Chapter 7. Stage 5: Taking Stock/Closing
7.1 Checklist for Taking Stock/Closing a Project	113
Chapter 8. Mapping Client Systems
Chapter 9. Sustaining Change
Chapter 10. Dealing with Resistance
Chapter 11. Listening Skills
11.1 Levels of Listening Self-assessment
	182 - 183
Chapter 12. Enhancing Your Role & Career
Chapter 13. Your Professional Strategy
13.1 Line of Sight for Professional Work
13.2 Expertise Delivery Model in a Strategic Context	218
13.3 Professional Strategic Model	219
13.4 Strategic Client Matrix	228
Chapter 14. Marketing Your Skills
14.1 Marketing Your Professional Skills Overview	243
14.2 Marketing Yourself as a Pro: A Self-assessment Checklist	244
14.3 Marketing Yourself as a Professional: An Offering Checklist	245
14.4 Marketing Yourself as a Professional: An "Express" Self-assessment	246
Chapter 15. Putting It All Together

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