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 activities and investments--to measure for positive impact on the client, employee, and profitability. Use these, along with ready-to-use 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 Exposure
Once you've established a benchmark for your current practice, follow practical, tested recommendations to improve overall business performance. Set measurable marketing and sales goals, then focus on productive client engagements. These engagements are the core of your practice, 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 increase employee/consultant satisfaction, and learn to efficiently handle business issues such as client A/P and A/R, tax and insurance issues, and more.
This wealth of information and practical advice offers a new way of measuring and improving your skills. Whether you're a frontline consultant, established practice 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.
Online supplements include customizable forms, surveys, and checklists to help you manage your practice.