"Successful professionals today need more than technical skills they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients."
Jon Olson, partner, Arthur Anderson
"This book is rich, not only with specific suggestions and step–by–step instructions, but also with commentary and illustrations from [the authors′] own client organizations. It is a useful book about a very important subject."
William Bridges, president, William Bridges & Associates
Working consultatively enables you to:
- Know how to work effectively with all types of people
- Use a strategic and collaborative communcation process
- Apply your expertise in ways that show your value . . . and more!
The Consultative Approach is a how–to handbook that will enable you to reap the benefits of partnering. You′ll find informative case studies, easy–to–use assessment tools, enlightening exercises, and practical worksheets. Plus, you′ll get flow chart planning guides and a partnering strategy action plan that will enable you to chart your communication growth. The Consultative Approach has it all! Plot your path to consultative success with this comprehensive guidebook.
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
Resources and References 181
About the Authors 185
SUZANNE SAXE have over thirty years of combined experience working in a variety of field, as internal and external consultants, marketing and sales professionals, product development managers, and educators. They have worked with over sixty companies in such fields as financial services, transportation, high technology, utilities, small business, service, hospitality, higher education, nonprofit, healthcare, networking, manufacturing, government, consulting, commercial real estate, and retail. Both Saxe and LaGrossa are specialists in training, organization development and many other management related areas.