| 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 |
|
| |
|
