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Building the IT Consulting Practice

ISBN: 978-0-7879-5515-1
Paperback
256 pages
October 2002, Pfeiffer
List Price: US $60.00
Government Price: US $38.40
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Building the IT Consulting Practice (0787955159) cover image
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Acknowledgments.

Preface.

ONE: What Is the IT Consulting Business?

The Size and Shape of the Business.

The Range of Service Possibilities.

Common Elements.

TWO: The Structure of the Practice.

Sole Proprietor.

Partnership.

Corporation.

Elements in Common.

Putting It All Together.

Interview with Ken Taormina.

THREE: The Basic Financial Model.

Utilization.

Rate.

Fee Capacity.

Measuring Performance.

FOUR: Vision and Mission.

Broad or Deep?

Strategic Planning.

The Planning Process.

The Vision Thing.

From Products to Services.

The Lessons of Migration.

FIVE: Process and Methodology.

A Sales Planning Process.

A Proposal Process.

A Scope of Work Standard.

A Stakeholder Participation Process.

A Risk Analysis Process.

A Project Planning Process.

A Status Reporting Process.

A Set of Solution-Specific Toolkits.

A Change Management Process.

An Issues Management Process.

A Post-Project Review to Assess Customer Satisfaction and Gather Lessons.

Interview with Malcolm Frank.

SIX: Sales and Marketing.

Challenges.

The Four R's of Service Marketing.

Selling the Intangible.

Interview with Andrew Bibby.

SEVEN: Organizational Culture.

Recruiting for Attitude and Motivation.

Ethics and Professional Responsibility.

Accountability.

Open Book Management.

Coaching and Mentoring.

Atmosphere.

EIGHT: Consultant Development.

Technical Training.

Project Skills Development.

Communication and Advisory Skills Development.

Business Skills Development.

Project Assignments.

Mentoring.

NINE: Growing and Improving the Firm.

Growing the Firm.

Improving the Firm.

TEN: Conclusion.

Bibliography.

About the Author.

Index.
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