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by Patricia Pulliam Phillips, William D. Trotter, Jack J. Phillips
Maximizing the Value of Consulting
Title Page
Copyright
Dedication
About the Authors
Jack J. Phillips, PhD
Patti P. Phillips, PhD
William D. Trotter, PhD
Acknowledgments
Preface
The Dilemma
The Foundation
The Flow
Chapter 1: The Role and Importance of Internal and External Consulting
Trends in Internal and External Consulting
Key Practice Areas and Projects
Key Success Factors
Final Thoughts
Chapter 2: Organizing the Consulting Practice to Deliver Value
Creating a Business Plan
Developing Your Methodology
Managing the Project
Structuring Consulting Processes
Planning for Skill and Resource Requirements
Creating a High-Performance Culture
Establishing and Integrating Areas of Practice
Orchestrating an Effective Performance
Final Thoughts
Chapter 3: Managing the Consulting Practice to Deliver Value
Maintaining a Professional Management System
Positioning Business Partner Role
Executing Effective Marketing and Business Development
Managing for Results
Final Thoughts
Chapter 4: Controlling Costs and Enhancing Value
The Planning and Budgeting Process
Monitoring and Controlling Costs
Managing Suppliers for Value
Implications for Maximizing Value-Added
Final Thoughts
Chapter 5: Utilizing the Consulting Scorecard for the Practice
Basic IPO Scorecard
The Balanced Scorecard Process
The Causal Chain Scorecard
AIMC Scorecard
Using the Scorecard
Final Thoughts
Chapter 6: A Logical Approach to Measure Impact and ROI for Projects
The Case for ROI
The ROI Challenge
The Forces Driving ROI
The ROI Methodology
The Framework: Evaluation Levels
The ROI Process Model
The Operating Standard: Guiding Principles
Implementation of the Process
Applications
Application of the ROI Process: A Case Study
Final Thoughts
Chapter 7: Developing Powerful Objectives at Multiple Levels
Overall Project Goal
Levels of Project Objectives
Reaction Objectives
Learning Objectives
Application Objectives
Impact Objectives
Return on Investment Objectives
Importance of Specific Objectives
Final Thoughts
Chapter 8: Aligning Projects to the Business
Introduction to the V Model
Payoff Needs
Business Needs
Performance Needs
Learning Needs
Preference Needs
Final Thoughts
Chapter 9: Planning the Evaluation
Initial Planning for Success
ROI Analysis Plan
Communication Plan
Project Plan
ROI Planning Meeting
Final Thoughts
Chapter 10: Methods of Data Collection
Using Questionnaires and Surveys
Using Interviews
Using Focus Groups
Measuring with Tests
Measuring with Simulation
Using Observation
Using Action Plans
Using Performance Contracts
Monitoring Business Performance Data
Selecting the Appropriate Method for Each Level
Final Thoughts
Chapter 11: Data Collection at All Four Levels
Sources of Data
The Importance of Measuring Inputs, Level 0
Importance of Measuring Reaction, Level 1
The Importance of Measuring Learning, Level 2
Topics for Reaction and Learning
Using Reaction and Learning Data
The Importance of Measuring Application and Implementation, Level 3
The Importance of Measuring Business Impact, Level 4
Data Collection Key Issues
Final Thoughts
Chapter 12: Isolating the Effects of Consulting
The Importance of Isolating the Effects of Consulting Projects
Preliminary Issues
Use of Control Groups
Analytical Approaches
Estimates from Credible Sources
Using the Techniques
Final Thoughts
Chapter 13: Converting Data to Money
Importance of Converting Data to Monetary Values
The Five Key Steps to Convert Data to Money
Standard Monetary Values
When Conversion Should Not Be Pursued: The Intangible Benefits
Selecting the Techniques and Finalizing the Values
Final Thoughts
Chapter 14: Tabulating Project Costs and Calculating ROI
The Importance of Costs and ROI
Developing Costs
Cost Tracking Issues
Major Cost Categories
Basic ROI Issues
ROI Measures
Other ROI Measures
Benefits of the ROI Process
Final Thoughts
Chapter 15: Reporting Results to Key Audiences
Communicating Results: Key Issues
Planning the Communication
Selecting the Audience for Communications
Developing the Information: The Impact Study
Selecting the Communication Media
Communicating the Information
Analyzing Reactions to Communications
Final Thoughts
Chapter 16: Call to Action
At the Organizational Level
At the Individual Project Level
Building Capability
Index
End User License Agreement
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