The Consultative Approach: Partnering for Results!

Acknowledgments

Introduction: Partnering for Results 1

Part 1 An Expanded Toolkit 5

1 Working as a Partner 7

2 Getting to Know Your Clients 19

3 Providing Value Beyond Knowledge 41

Part 2 The Art of Managing Client Interactions 55

4 Preparing the Canvas 59

5 Finding the Subject 69

6 Painting What You See 85

Part 3 Journey to Success: The Consultative Process 95

7 Going in the Same Direction 101

8 Staying on Course 119

9 Where the Rubber Meets the Road 144

10 The Roadmap to Optimum Results 157

Part 4 The Partnering Strategy Action Plan 171

11 Partnering for Results: Your Plan 173

Glossary 179

Resources and References 181

About the Authors 185

Index 187