The Value-Creating Consultant: How to Build and Sustain Lasting Client Relationships
When the consultant-client relationship works, it can be extremely valuable (the consultant supplies the expertise, labor, or objective analysis that ... Show synopsis When the consultant-client relationship works, it can be extremely valuable (the consultant supplies the expertise, labor, or objective analysis that the client desperately needs). When this relationship doesn't work, it's disaster. This unusual book shows consultants to steer clear of habits and behaviors that give consultants a bad name -- and how to develop behaviors that consistently win clients' loyalty and respect. Based on five years of research into the effective use of consultants, the authors provide an eye-opening look at the critical roles that a consultant should be aware of to create value for the client. -- The three destructive roles consultants can fall into: the Messiah (needs to be revered), the Dependency Builder (needs to be needed), the Colluder (needs to be accepted). -- The three value-creating roles consultants should play: the Partner (let them shine), the Capability-Builder (make them as good as you are), the Truth Teller (build on honest assessments from day one).