The Consultant's Scorecard: Tracking Results and Bottom-Line Impact of Consulting Projects

by Jack J. Phillips

Most salespeople now have laptop computers, but rarely receive training in how to use them effectively to make a sales presentation. How to Sell with a Laptop is the first book that tells sales people: How to use a laptop computer strategically on each sales call; What to do and what not to do when delivering a laptop-based sales presentation; How to use the Web to access information during a sales call, and; Tips for making easy PowerPoint presentations - customized for each client. The first framework to help both consultatns and their clients measure the impact - and return on investment - of consulting projects. Today's consulting business faces an accountability crisis. Consultants are increasingly being required to prove the measurable value - and return on client's investment - of their work. The Consultant's Scorecard outlines a valuable new program that allows both consultants and their clients to measure the success of consulting and performance improvement projects in terms of business impact, ROI, and other widely accepted performance standards. Based on innovative methods that have worked for leading companies including AT&T, Compaw, and Bristol Myers-Squibb - complete with case studies and examples - The consultant's Scorecard contains checklists, tables, and charts to help the reader isolate each critical area of the consulting project. It is the first book to provide a step-by-step method for confidently evaluating the overall success of consulting and performance improvement projects.

Genres: Business

400 pages, Hardcover

First published December 1, 1999

Reviews

[Ning-Jia Ong · Rating 5 out of 5]

Great book, 5 out of 5 for me. I think it really got a consultant like me thinking on what value we actually bring to our clients. I would dread to think what would happen to the consulting industry if all our clients adopt this approach, admittedly, I don't think we consultants always do as good as a job we could have done. This book highlights exactly how to measure our contributions.