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Description of The Chameleon Consultant

How do you add value to your clients? Is it the process you use, or the technical skills you deploy? Or perhaps it's your ability to adjust the way you sell and deliver your services based upon your tacit understanding of your client's culture - the way we do things round here. Such chameleon-like behaviour is fundamental to successful consulting, and yet it is neither widely understood nor practised within the profession. Until now. This book describes a powerful way to improve the consultancy process, from selling the service to delivering the engagement, through a concept called cultural intelligence - the missing dimension of effective consultancy. By revisiting the consultancy process using a simple model of organizational culture, this text creates a potent technique for tailoring the principal consultancy processes of selling, relationship management, account management and engagement management. Such tailoring that ensures the consultant and consultancy firm can blend into their clients' organizations more effectively and as a result add immediate and lasting value.

Title Information

ISBN:

9780566084072

Pages:

172 pages

Format:

Hardback

Product Code:

18605

Publisher:

Gower Publishing Ltd

Published:

19/12/2002

Edition:

1st Edition

Press and Industry Reviews

'…it is compelling, well structured and ideal for dipping in to after a thorough read (I read it twice in 4 days!) In fact this has joined the shelf with other must-read titles…'
- PS Advisor

'It will be a valuable tool to management consultants in sensitizing them to the needs of the profession. It is completely free from academic jargon; yet it contains formulations rooted in experience and logic, which have been uniquely conveyed through well-made prescriptions. It is a treasure of wisdom in consultancy management and is a must read for every management consultant as well as HR manager.'
- HRD Gateway Website

'This is a useful book for anyone engaged in OD work.'
- Organisations and People

'It is a well researched and thoughtful book that's refreshingly free of the management jargon…'
- Spectra Journal of the Management Consultancy

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About Andrew Holmes

Andrew Holmes is a Director with PricewaterhouseCoopers. He has consulted within a variety of UK and overseas organizations and is a prolific business author. He specializes in information systems, programme and project management and strategy and is a regular speaker on these and other topics.

Contents of The Chameleon Consultant

Introduction

Part I: The Foundations of Cultural Intelligence

Where does cultural intelligence fit with emotional intelligence and NLP?
Understanding organizational culture – underpinning cultural intelligence
Introducing the cultural intelligence model

Part II: Applying Cultural Intelligence in Consultancy

Cultural intelligence and the consultancy process
Account management
Sales and sales management
Engagements and engagement management
Relationship management

Part III: Creating the Culturally Intelligent Firm

Cultural intelligence and competitive advantage
Creating and sustaining the culturally intelligent consultancy


Further reading
Notes
Index