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Extract Value from Consultants: How to Hire, Control, and Fire Them (Consultancy Grants for Busines) (Englisch) Gebundene Ausgabe – Mai 2010

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Far too often business consultants fail to deliver the expected business value. But in any organization, whether in the public or private sector, the right type of consultant, if applied effectively to selected problems and projects, will bring value to an organization and credit to the managers who hire them. The consulting industry has evolved from a profession where work was undertaken on the basis of trust and a handshake, into a massive, revenue-driven industry, with sophisticated sales, contracting and client management processes. Yet many organizations that hire consultants fail to recognize these changes and the need to adapt their approaches accordingly. Extract Value from Consultants will assist organizations to make appropriate choices about the consultants they hire, and then to manage them more effectively over the course of the project.


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Value for business, value for consumers 24. Mai 2010
Von Amazon Customer - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
I have read this book with much interest. Even though it is some twenty years since I left the world of corporate business and settled into retirement, the importance of a book like this does not escape me. Poor decisions made in Big Business effect all of us consumers when unnecessary expenditure -- wasted money -- is recovered for the organizational stakeholders in prices, and the sum of Gordon and Jenny's long experience is that corporate business is fraught with such poor decisions in contracting consulting services intended to increase company efficiency (and, hopefully, give a better deal for the consumer).

The CEO has to balance his/her act between delivering superior rewards to his/her self and hierarchy and stakeholders on the one hand, and, on the other hand, superior value to the consumer public in a competitive world. This, the consultant properly engaged and managed, will help him/her do, but the secret of success lies in knowing enough about how consultancy organisations think and operate. This in turn is something EXTRACT VALUE FROM CONSULTANTS will help him/her to do. This book is designed to greatly improve that situation by letting the CEO and his or her top management team into the ways of working in the 'inner office' of the consulting organisation with whom they engage.

The book has all the hallmarks of 'been there, done that', reflecting the combined thirty years experience of the authors, experience gained both in the West and in Asia. It is clearly not the work of an office-bound academic who has put together a view gleaned in research from the writings of others although their reference list is comprehensive. The book leaves nothing out as it takes you through all the steps required in a successful engagement with the consultant, moving the advantage from the self-interest of the consultant to you, the client

It is a book that should be at hand with the CEO and his senior team as well as with mangers in the organization charged with negotiation consulting services. It should also be on the reading list at every MBA faculty so that graduating future company executives enter the business world, not as qualified consultants, but sufficiently charged with the basic information to make them successful in negotiating and working with consultants.

The book should find a place also in the consultant's office because for them to know how to enable the client to obtain the best from their services will win them friends and give them a competitive advantage in their field.
0 von 1 Kunden fanden die folgende Rezension hilfreich
Excellent insights and practical tips that can save companies lots of $$$ 15. August 2010
Von Stephan Rajotte - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
This book is excellent and provide valuable and tested tools on how to manage consultants and get the maximum value from them. As many large companies these days use consultants to fill gaps created by increasing demand on an ever squeezed employee, we need to look at the way we manage consultants in a very different way than before. Section 1 of the book is great to appreciate the way of thinking ( and "charging") of the consultants. Section 2 is filled with insights to manage consultants almost as if they were,...an employee. The more upfront clarity the better. All that seems obvious but many of us are influenced by the "marketing stories" of the consultants and let them run around without proper and regular oversight. And section 3 goes further in ways of managing the consultants and the RFP process.
For the sake of full disclosure, I have hire Gordon and Jenny and I can attest to the fact that they live by what they preach in their book. And I have learn a lot from them to extract a lot of value from consultants.
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