High-value IT Consulting: 12 Keys to a Thriving Practice

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McGraw-Hill/Osborne, 2003 - Computers - 441 pages
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Invigorate your consulting practice with this series of sharply focused, practical chapters designed to deliver measurable results. Assess the health of your organization using Purba and Delaney’s 12 Keys methodology—metrics that track the value of a consulting organization’s activitiesand investments—to measure for positive impact on the client, employee, and profitability. Use these,along with ready-to-use, customizable forms and checklists, to effectively analyze your practice in terms of:• Client Satisfaction• Resource Utilization• Employee Health and Morale• Average Billing Rate• Accounts Receivable• Operational Costs• Average Sales Discounts• Sales Pipeline• Engagement Backlog• Sales Hit Ratio• Resource Leverage• Practice Risk and ExposureOnce you’ve established a benchmark for your current practice, follow practical, testedrecommendations to improve overall business performance. Set measurable marketing and salesgoals, then focus on productive client engagements. These engagements are the core of the consultant’spractice, and this invaluable tool provides a thorough overview of how to plan, implement, run,and close them successfully.You’ll also tackle the challenges of juggling multiple client engagements,as well as consider legalities, quality control, risk mitigation, and more.After mastering the details of a sound and profitable client engagement, learn the ins and outs of running a solvent IT consulting practice. Discover internal management techniques designed to increaseemployee/consultant satisfaction, and learn to efficiently handle business issues such as client A/Pand A/R, tax and insurance issues, and more. This wealth of information and practical advice offersa new way of measuring and improving your skills. Whether you’re a frontline consultant, establishedpractice manager, or a client dealing with consultants, improve your business agility and maintain the acumen necessary to ensure profitability and long-term success with High-Value IT Consulting.

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Contents

Evaluate the Current Health of Your
3
Road Map for Building a HighPerformance
25
Implementing a Marketing Strategy
49
Copyright

21 other sections not shown

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About the author (2003)

Sanjiv Purba is an information technology executive with more than 15 years of industry and consulting experience. He has worked for "Big 5" as well as boutique consultancies, and his clients include Deloitte Consulting, IBM, Goldman Sachs, Sun Life, Microsoft, and other Fortune 500 companies. Bob Delaney, MBA, is a marketing, communications and Web development consultant with over 25 years of practical industry insurance. He has managed his own marketing and Web development consultancy since 1990 and is a frequent lecturer at Ryerson University.

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