The IT Consultant. A Commonsense Framework for Managing the Client Relationship

  • ID: 2240144
  • Book
  • 288 Pages
  • John Wiley and Sons Ltd
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"Few consultants fail for lack of technical expertise, many fail for lack of relationship skills. This unique book is the cure for that problem."

Dr. Peter C. Patton, Chief Technologist, Lawson Software

You′ve got the technical expertise. Finally, here is a guide to the client–relationship skills you′ll need to build a successful career as an IT consultant!

"Freedman shares his trade secrets to achieving a successful IT consulting career based on his vast personal experience. The IT Consultant offers a refreshing approach to the advisory relationship: understand your clients′ business goals and develop a collaborative solution. A surefire strategy for success!"
Elaine Biech, author, The Business of Consulting; coauthor, The Consultant′s Legal Guide

"A ′must–read′ for any IT professional services manager attempting to upgrade the consultative skill set of their organization. Rick has done an exceptional job of articulating transformation areas and has provided real world examples that your staff can apply in the marketplace. The lessons learned here have a direct, linear relationship to the growth potential of your consulting practice or professional services organization."
Peter N. Van Zant, senior vice president and managing principal, ENTEX Consulting Services

"The IT Consultant is not only an excellent guide for individuals wishing to grow from skilled technicians to consultants, but it reminds today′s practitioners that consultants are trusted business advisors to their clients. Rick Freedman has produced a well–flowing read that talks about required skills and considerations for consulting, gives "how–to" examples, and leads the readers through his suggested approaches."
Mark Zemelman, regional consulting manager, ENTEX Information Services

"The IT Consultant defines the skills necessary for IT consultants who want to launch their careers, while suggesting a framework for the IT consulting firm to adopt, evangelize, and practice for success. Rick recommends techniques and disciplines that I use to mentor and encourage my IT consulting team–disciplines that have helped make my career successful."
Jay A. Elder, regional network solutions manger, Colorado, Interlink Group Incorporated

"The IT Consultant is a complete playbook for any consultant interested in improving their game. It demonstrates how a consultant can become recognized for delivering what the client really needs – answers to business problems. The processes presented here build on each other to guide the consultant through to a successful engagement. As I begin to plan for my next consulting engagement I will definitely have a copy of The IT Consultant on my desk to use as a blueprint."
Howard Wilkens, senior project manager, Sprint Paranet

"Traditionally, those in the IT field have emphasized technical knowledge first and tend to reward these skills over the important communications that are really necessary. This is a refreshing and useful approach: business knowledge before technology. The IT Consultant provides valuable advice not only for those considering practicing IT consulting, but also for the IT industry as a whole."
Linda NeCastro–Pastel, software systems analyst, RS Information Systems; consultant, Office of Navel Research

At last! A book focused on the specific client–relationship skills you need to become a successful Information Technology consultant.

In the age of corporate cut backs and downsizing, many IT professionals are considering careers as consultants. Many others must apply consulting practices to their jobs within a corporation. If you′ve found yourself among this growing number of individuals, you′ve probably come up empty handed after searching for an IT consulting guide that addresses the complexities of providing your advice and services to clients.

That′s because most consulting books concentrate only on the marketing, promotion, and fee–setting aspects of consulting. This is the only book on the market that will teach you the crucial "soft skills" of communication, facilitation, and presentation, plus a methodology for applying IT analysis skills to meet your client′s business needs. The accompanying CD–ROM provides you with customizable job aids for use in your own work.

This book will teach you how to:

  • Develop rewarding and mutually–beneficial relationships with your clients
  • Help clients visualize the end product of IT systems consulting projects
  • Negotiate projects that have clear goals, specifications, budgets, and schedules
  • Market your proposals to executives, managers, and users

Using an organized, common sense approach based on his 15 years experience as an IT consultant, Rick Freedman presents this landmark method for partnering with clients, collecting and analyzing data, creating recommendations, and delivering business benefits to clients. Never again will you be simply a "technician–for–hire." Whether you′re a newcomer to consulting or a seasoned professional, The IT Consultant provides you with a blueprint for developing your advisory skills, providing quality services, and building successful client relationships.

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