Management Consulting Today and Tomorrow Perspectives and Advice from Leading Experts 2nd Edition by Flemming Poulfelt, Thomas H Olson ISBN 9781138124271 1138124273

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ISBN 10: 1138124273
ISBN 13: 9781138124271
Author: Flemming Poulfelt, Thomas H Olson

Management Consulting Today and Tomorrow Perspectives and Advice from Leading Experts 2nd Edition Table of contents:

PART I Consulting Industry, Skills, and Professionalism

Introduction

1 The Changing Global Consulting Industry

A Return to Consulting’s Heyday

The Global Financial Meltdown

Back on Track

What Lies Ahead?

After the Burst of the Bubble

History in Brief

Enduring Trends and Client Needs

Responses of Consulting Firms to Marketing Trends

Industry Restructuring

Role Restructuring

More Questions than Answers

2 Professionalism in Consulting

Forging Attitudes

Skills with Clients

Integrity at the Core

Problems of Enforcement

The Real Bottom Line

3 The Marketing and Selling of Consulting Services

The Challenge

Where to Start?

Achieving the Right Balance

Keys to Effectiveness

Compensation and Rewards

Relationship Marketing

Advertising, Public Relations, and Media Management

Other Approaches

Solo Practitioners and Small Firms

Future Needs and Challenges

PART II Major Practice Areas in Consulting

Introduction

4 IT Management Consulting: The Industry and Profession

1.0 Introduction

2.0 Evolution of IT and IT Consulting

3.0 Defining the IT Industry

4.0 Defining IT Management Consulting

5.0 Future of IT Management Consulting

6.0 Conclusion

5 Strategy and Organization Consulting

Before 1960: The Primacy of Intuition and Judgment

1960–2000: Sequential Consulting, Divergent Disciplines

From Business Policy to Value Creation Models

Organization Consulting: From the Individual to the Enterprise

Requirements for Organization Consultants

Change Management Consulting

An Aging Model

Concurrent and Integrated Enterprise Design

Implications for Consulting

6 Trust-Based Selling of Consulting Services

The Paradox of Consulting Sales

The Alternative: A Trust-Based Approach to Selling Consulting Services

Building a Consulting Firm That Sells on Trust

7 Operations Management Consulting

Who Are Today’s Operations Consultants?

The Five Ps of Operations Management

Key Concepts for OM Consultants

Different Contexts for OM Consulting

Analytical Tools of Operations Consultants

Practical Problems Facing OM Consultants

Future Issues for OM Consulting

The Challenge and Reward of OM Consulting

8 Human Resources Consulting: 2016

Definitions

Market Size and Characteristics

Types of HR Consulting

Types of HR Consultants

Buyers of HR Consulting Services

An Overview of the HR Consulting Field

Conclusion

PART III Consulting in Different Contexts

Introduction

9 Consulting to CEOs and Boards

Consulting to CEOs

Consulting to the Board

Consulting to Both the CEO and the Board

Know Thyself and Thy Client

10 Consulting on the Global Stage

Introduction

Pre-Engagement Considerations

Putting the Global Consulting Approach to Work

The Global Consulting Experience

11 Public Sector Consulting

1. What Is Public Sector Consulting?

2. Process for U.S. Federal Government Consulting – Contractor/Client Roles, Relationships, Rules, Regulations and Request for Proposals

3. The Role of the Consultant/Contractor Vis-à-Vis Competitor Clients/Customers – Prior, During and After the RFP

4. Responding to Request for Proposals

5. The Top Government Consultants/Contractors/Key Competitors/Products and Services/Linkages via M&As

6. The Future of Public Sector Consulting

Appendix 1 – Federal Acquisition Regulation

Appendix A – Lockheed Martin Major Consulting/Production Contracts

Appendix B – Boeing Acquisition of Rockwell International Major Consulting/Production Contracts as Described in a Federal Trade Commission Article at the Time of the Acquisition

Appendix C – Northrup Grumman Acquisition of TRW Major Consulting/Production Contracts and Short History of TRW

Appendix D – Details of the Raytheon Merger with Hughes

Appendix E – Details of the Leidos Holdings/SAIC Consulting Services

PART IV Implementation in Consulting

Introduction

12 Intervention Strategies in Management Consulting

Key Dimensions in Consulting Interventions

Four Alternative Intervention Strategies

Implications for Consultants, Clients, and the Profession

13 Consulting to Integrate Mergers and Acquisitions

Dynamics of M&A Consulting

Common Integration Issues

Intervention Strategies and Techniques

The Future of M&A Consulting

14 Business Transformation and Innovation Consulting

Introduction

Business Transformation Defined

Consulting Roles in Business Transformation

Transformational Leadership

Collaboration and Innovation

The Business Transformation Consulting Experience

PART V Managing and Growing the Consulting Firm

Introduction

15 Managing Growth Stages in Consulting Firms

Growth Stages and Crises

Stage I: Exploring the Market for Growth Opportunities

Stage II: Focusing on a Specialized Market Niche

Stage III: Diversifying into Multiple Offices and Related Services

Stage IV: Institutionalizing into a One-Firm Firm

Fifth Stage and Resulting Crisis?

Developmental Leadership

16 High-Performance Consulting Firms

Strategy, Goals, and People Success Factors

Leadership and Partnership Behavior

The Firm’s Culture: Cause and Consequences

Alignment and Firm Size

17 Knowledge Management in Consulting

1.0 Introduction

2.0 Competing on Knowledge

3.0 Learning and Knowledge Transfer in Management Consulting

4.0 Knowledge Management Systems in Consulting

5.0 Conclusion: Thinking About the Future of Knowledge

PART VILooking Ahead at Management Consulting

Introduction

18 Ethics and the Trusted Advisor

Ethics, Virtues, and Values

How Do Trusted Advisors Behave?

How Can We Create Ethical Firms of Trusted Advisors?

Evaluating Success as a Trusted Advisor and as an Ethical Firm

19 Consulting in Entrepreneurship: Essential Foundations for Consultants

The Entrepreneurial Revolution

Creation or Discovery? Are Business Opportunities Created or Discovered?

The Entrepreneurial Journey

Dynamic Value Creation in Entrepreneurship

Evolution of Roles and Skillsets

The Entrepreneurial Mindset

Innovation and Disruptions – Evolution and Revolution

Implications for Consultants

Literature on Management Consulting

Index

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