Powerful Professionals book cover

The Powerful Professionals Desktop Workshop:
FREE Consulting Skills Resources

TABLE of CONTENTS


The following materials, reprinted with permission from Powerful Professionals: Leveraging Your Expertise with Clients, are available for printing.

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 Consulting Resource  Pages in Powerful Professionals book
 Chapter 1. High Performing Professionals  
 1.1 Five-stage Expertise Delivery/Consulting Model 5, 16 
 1.2 Alternative Six-step Consulting Model  
 1.3 Moving from a Professional Specialist to Internal Consultant
 1.4 Specialist or Consultant?  
 1.5 What our Database Says About High Performing Professionals  11, 12
   
 Chapter 2. Expertise Delivery Model  
 2.1 Five-stage Expertise Delivery/Consulting Model  16
 2.2 Comparison of Consulting Models  
   
 Chapter 3. Stage 1: Exploring the Need  
 3.1 Flowchart of a Typical First Exploratory Conversation 27 
 3.2 Powerful Opening Questions 34 
 3.3 Defining the Problem Scope 38 
 3.4 A Self Assessment of Exploring the Need Skills  45
 3.5 Checklist for Establishing Rapport  41
   
 Chapter 4. Stage 2: Clarifying Commitments  
 4.1 Clarifying Expectations & Commitments Checklist  52, 53
 4.2 Clarifying Commitments: Confirming Document Example 1  58
 4.3 Clarifying Commitments: Confirming Document Example 2  59
 4.4 Clarifying Commitments: Confirming Document Example 3  60
   
 Chapter 5. Stage 3: Gathering Information  
 5.1 Sorting Out Complex Situations: The "Hourglass" Model 77 to 79 
   
 Chapter 6. Stage 4: Recommending Change  
 6.1 The Selling Wheel  84, 92
 6.2 A Checklist of Typical Client Benefits  91
 6.3 Recommending Change: A Presentation Worksheet  103 to 105
   
 Chapter 7. Stage 5: Taking Stock/Closing  
 7.1 Checklist for Taking Stock/Closing a Project  113
   
 Chapter 8. Mapping Client Systems  
   
 Chapter 9. Sustaining Change  
   
 Chapter 10. Dealing with Resistance  
   
 Chapter 11. Listening Skills  
 11.1 Levels of Listening Self-assessment  
  182 - 183 
 Chapter 12. Enhancing Your Role & Career  
   
 Chapter 13. Your Professional Strategy  
 13.1 Line of Sight for Professional Work  
 13.2 Expertise Delivery Model in a Strategic Context 218 
 13.3 Professional Strategic Model 219
 13.4 Strategic Client Matrix 228 
   
 Chapter 14. Marketing Your Skills  
 14.1 Marketing Your Professional Skills Overview  243
 14.2 Marketing Yourself as a Pro: A Self-assessment Checklist  244
 14.3 Marketing Yourself as a Professional: An Offering Checklist  245
 14.4 Marketing Yourself as a Professional: An "Express" Self-assessment  246
   
 Chapter 15. Putting It All Together  
   

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