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Jack Phillips - The Consultants Scorecard: Tracking Results and Bottom-Line Impact of Consulting Projects

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Measure the business impact - and return on investment - of any consulting project! Consulting clients want to know that the large fees they pay will bring measurable results to their organization - and successful consultants work hard to communicate the value of their work to clients. The problem is, both consultants and clients have been frustrated by the lack of rigorous methods for measuring the impact of the consultants work. The Consultants Scorecard offers solutions to this accountability crisis in the consulting profession by explaining how consultants can prove the value of their work to clients. Just as important, the book explains how clients can - and should - hold their consultants accountable for delivering measurable results.Written for both consultants and clients, The Consultants Scorecard offers simple data collection techniques to help consultants in any industry measure the value of their work for clients in six key areas: client satisfaction; new knowledge and skills acquired by the client; successful project implementation; business unit impact; return on investment; intangible benefits. The Consultants Scorecard is the first book to present a comprehensive, practical approach to showing the bottom line of consulting. Using proven techniques, supported examples from leading companies, six key measures are developed to show the complete impact of consulting, including measuring ROI. This balanced approach to measurement is essential for consultants who want to show the value of their interventions, and for clients who want to hold their consultants accountable for delivering measurable results. Jack Phillips unique approach to measuring the return on investment of consulting makes The Consultants Scorecard a must read for anyone involved in the consulting process - Stephen R. Covey, author of the No. 1 best-seller, The Seven Habits of Highly Effective People.

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title The Consultants Scorecard Tracking Results and Bottom-line Impact - photo 1

title:The Consultant's Scorecard : Tracking Results and Bottom-line Impact of Consulting Projects
author:Phillips, Jack J.
publisher:McGraw-Hill Professional
isbn10 | asin:
print isbn13:9780071348164
ebook isbn13:9780071378963
language:English
subjectConsultants, Business consultants.
publication date:2000
lcc:HD69.C6P468 2000eb
ddc:001/.068
subject:Consultants, Business consultants.
Page iii
The Consultant's Scorecard
Tracking Results and Bottom-Line Impact of Consulting Projects
Jack J. Phillips
Page iv Information has been obtained by The McGraw-Hill Companies from - photo 2
Page iv
Information has been obtained by The McGraw-Hill Companies from sources believed to be reliable. However, because of the possibility of human or mechanical error by our sources, The McGraw-Hill Companies or other, The McGraw-Hill Companies does not guarantee the accuracy, adequacy, or completeness of any information and is not responsible for any errors or omissions or the results obtained from use of such information.
Library of Congress Cataloging-in-Publication Data
Phillips, Jack J.
The consultant's scorecard: tracking results and bottom-line impact of consulting
projects / Jack J. Phillips.
p. cm.
Includes index.
ISBN 0-07-134816-6
1. Consultants. 2. Business consultants. I. Title.
HD69.C6 P468 2000
001'.068dc21 99-049210
Copyright 2000 by The McGraw-Hill Companies Inc All rights reserved - photo 3
Copyright 2000 by The McGraw-Hill Companies, Inc. All rights reserved. Manufactured in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.
eISBN 0071369449
The material in this eBook also appears in the print version of this title: ISBN 0071348166.
All trademarks are trademarks of their respective owners. Rather than put a trademark symbol after every occurrence of a trademarked name, we use names in an editorial fashion only, and to the benefit of the trademark owner, with no intention of infringement of the trademark. Where such designations appear in this book, they have been printed with initial caps.
McGraw-Hill eBooks are available at special quantity discounts to use as premiums and sales promotions, or for use in corporate training programs. For more information, please contact George Hoare, Special Sales, at george_hoare@mcgraw-hill.com or (212) 904-4069.
TERMS OF USE
This is a copyrighted work and The McGraw-Hill Companies, Inc. ("McGraw-Hill") and its licensors reserve all rights in and to the work. Use of this work is subject to these terms. Except as permitted under the Copyright Act of 1976 and the right to store and retrieve one copy of the work, you may not decompile, disassemble, reverse engineer, reproduce, modify, create derivative works based upon, transmit, distribute, disseminate, sell, publish or sublicense the work or any part of it without McGraw-Hill's prior consent. You may use the work for your own noncommercial and personal use; any other use of the work is strictly prohibited. Your right to use the work may be terminated if you fail to comply with these terms.
THE WORK IS PROVIDED "AS IS". McGRAW-HILL AND ITS LICENSORS MAKE NO GUARANTEES OR WARRANTIES AS TO THE ACCURACY, ADEQUACY OR COMPLETENESS OF OR RESULTS TO BE OBTAINED FROM USING THE WORK, INCLUDING ANY INFORMATION THAT CAN BE ACCESSED THROUGH THE WORK VIA HYPERLINK OR OTHERWISE, AND EXPRESSLY DISCLAIM ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING BUT NOT LIMITED TO IMPLIED WARRANTIES OF MERCHANTABILITY OR FITNESS FOR A PARTICULAR PURPOSE. McGraw-Hill and its licensors do not warrant or guarantee that the functions contained in the work will meet your requirements or that its operation will be uninterrupted or error free. Neither McGraw-Hill nor its licensors shall be liable to you or anyone else for any inaccuracy, error or omission, regardless of cause, in the work or for any damages resulting therefrom. McGraw-Hill has no responsibility for the content of any information accessed through the work. Under no circumstances shall McGraw-Hill and/or its licensors be liable for any indirect, incidental, special, punitive, consequential or similar damages that result from the use of or inability to use the work, even if any of them has been advised of the possibility of such damages. This limitation of liability shall apply to any claim or cause whatsoever whether such claim or cause arises in contract, tort or otherwise.
DOI: 10.1036/eISBN 0071369449
Picture 4
This book is printed on recycled, acid-free paper containing a minimum of 50% recycled, de-inked fiber.

Page v
To Patti Pulliam Phillips,
my partner, friend, and wife
Page vii
CONTENTS
Acknowledgments
ix
Introduction
xi
Part I
Setting the Stage
Chapter 1: The Need for Consulting Accountability from the Client Perspective: Why Measuring Results Is Worth the Trouble
3
Chapter 2: What's in It for Me? How Consultants Can Prove the Value of Their Work to Clients
27
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