Flawless consulting : a guide to getting your expertise used /

Flawless consulting : a guide to getting your expertise used /

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Bibliographic Details
Author / Creator:Block, Peter, 1939-
Imprint:Austin, Tex. : Learning Concepts ; San Diego, Calif. : Distributed by University Associates, c1981.
Description:ix, 215 p. : ill. ; 24 cm.
Language:English
Subject:
Business consultants
Business consultants.
Format: Print Book
URL for this record:http://pi.lib.uchicago.edu/1001/cat/bib/453900
Hidden Bibliographic Details
ISBN:0893840521
Notes:Bibliography: p.
Table of Contents:
  • Preface to the Second Edition
  • Preface to the First Edition
  • Acknowledgments
  • Chapter 1. A Consultant by Any Other Name ...
  • Some Definitions and Distinctions
  • Consulting Skills Preview
  • The Promise of Flawless Consultation
  • Chapter 2. Techniques Are Not Enough
  • Beyond Substance
  • The Consultant's Assumptions
  • The Consultant's Goals
  • Developing Client Commitment--A Secondary Goal of Each Consulting Act
  • Roles Consultants Choose
  • Collaboration and the Fear of Holding Hands
  • Staging the Client's Involvement--Step by Step
  • Checklist #1.. Assessing the Balance of Responsibility
  • Chapter 3. Flawless Consulting
  • Being Authentic
  • Completing the Requirements of Each Phase
  • Results
  • Chapter 4. Contracting Overview
  • Contracting--The Concept and the Skill
  • Contracting Skills
  • Elements of a Contract
  • Checklist #2.. Analyzing One of Your Contracts
  • Ground Rules for Contracting
  • Chapter 5. The Contracting Meeting
  • Who Is the Client?
  • Navigating the Contracting Meeting
  • The Problem with Saying No
  • Checklist #3.. Planning a Contracting Meeting
  • Selling Your Services--Good Selling Is Good Contracting
  • The Meeting As a Model of How You Work
  • Closing the Contracting Meeting
  • After the Contracting Meeting
  • Checklist #4.. Reviewing the Contracting Meeting
  • Chapter 6. The Agonies of Contracting
  • Dealing with Low Motivation
  • Ceaseless Negotiation--The Shifting Tide of Your Role
  • Some Other Specific Agonies
  • The Bonner Case
  • A Look into the Bonner Case
  • Chapter 7. The Internal Consultant
  • Important Differences Between Internal and External Consultants
  • Triangles and Rectangles
  • Chapter 8. Understanding Resistance
  • The Faces of Resistance
  • What Are Clients Resisting When They Are Resisting Us?
  • Underlying Concerns
  • Sometimes It Is Not Resistance
  • The Fear and the Wish
  • Ogres and Angels
  • ... and Heroics
  • Chapter 9. Dealing with Resistance
  • Three Steps
  • Don't Take It Personally
  • Good Faith Responses
  • Consulting with a Stone
  • Chapter 10. From Diagnosis to Discovery
  • The Call to Action
  • Juggling the Presenting Problem
  • How the Problem Is Being Managed
  • A Reminder
  • Chapter 11. Getting the Data
  • The Steps in Getting Data
  • Assessing How the Problem Is Being Managed
  • The Data Collection Interview
  • A Final Comment on What to Look For
  • Checklist #5.. Planning a Data Collection Meeting
  • Checklist #6.. Reviewing the Data Collection Meeting
  • Chapter 12. Whole-System Discovery
  • Third-Party Consulting
  • Taking a Whole-System Approach
  • Putting Whole-System Discovery to Work
  • The Payoff
  • Chapter 13. Preparing for Feedback
  • A Clear Picture May Be Enough
  • Some Do's and Don'ts
  • Language in Giving Feedback
  • A Preview of the Feedback Meeting ... As Courtroom Drama
  • Support and Confrontation
  • Chapter 14. Managing the Feedback Meeting
  • Feedback Concepts and Skills
  • How to Present Data
  • Structuring the Meeting
  • The Feedback Meeting--Step by Step
  • Resistance in the Feedback Meeting
  • Checklist #7.. Planning a Feedback Meeting
  • Conducting a Group Feedback Meeting
  • Checklist #8.. Reviewing the Feedback Meeting
  • Feedback Skills Summary
  • Chapter 15. Implementation
  • Choosing Engagement over Installation
  • Deciding Doesn't Get It Done
  • The Case Against Installation
  • Betting on Engagement
  • A Reminder
  • Chapter 16. Strategies for Engagement
  • Feelings Are Facts
  • Supporting the Emotional Side
  • The Meeting Is the Message
  • Innovative Engagement in Five Easy Pieces
  • The Choice for Accountability
  • Chapter 17. Some Tools for Engagement
  • Methods You Can Really Use
  • Checklist #9.. Preparing for Implementation
  • Mixing Metaphor and Methodology
  • Checklist #10.. Reviewing an Implementation Effort
  • Chapter 18. Ethics and the Shadow Side of Consulting
  • The Promise
  • The Commercialization of Service
  • Growth Diminishes Can Undermine Service
  • Seller Beware
  • Owning the Shadow--Thoughts on What to Do
  • Chapter 19. The Heart of the Matter
  • Choosing Learning over Teaching
  • The Struggle Is the Solution
  • Insight Resides in Moments of Tension
  • Capacities Bear More Fruit Than Deficiencies
  • We Are Responsible for One Another's Learning
  • Culture Changes in the Moment
  • If Change Is So Wonderful, Why Don't You Go First?
  • The Final Question Is One of Faith
  • Appendix. Another Checklist You Can Use
  • To Get an Overview
  • Before You Negotiate Your Next Contract, Remember ...
  • Before You Go into the Data Collection and Discovery Phase of Your Next Project, Remember ...
  • Before You Go into the Feedback Phase of Your Next Project, Remember ...
  • When You Encounter Resistance, Remember ...
  • Before You Go into the Implementation Phase of Your Next Project, Remember ...
  • To Create an Ethical Practice, Remember ...
  • Suggestions for Further Reading
  • About the Author

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