The Consultative Approach: Partnering for Results!

by Suzanne Saxe, Virginia LaGrossa

As a professional, you can't just apply your expertise. You need to present solutions in a way that best suits your clients. You have to work with a wide variety of people: team members, subject matter experts, top executives, and others. Working effectively with associates—while keeping an eye on budgets, schedules, and results—requires a collaborative outlook. "Successful professionals today need more than technical skills—they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients."
— Jon Olson , partner, Arthur Anderson "This book is rich, not only with specific suggestions and step-by-step instructions, but also with commentary and illustrations from [the authors'] own client organizations. It is a useful book about a very important subject."
— William Bridges , president, William Bridges & Associates Working consultatively enables you to: The Consultative Approach is a how-to handbook that will enable you to reap the benefits of partnering. You'll find informative case studies, easy-to-use assessment tools, enlightening exercises, and practical worksheets. Plus, you'll get flow chart planning guides and a partnering strategy action plan that will enable you to chart your communication growth. The Consultative Approach has it all! Plot your path to consultative success with this comprehensive guidebook.

208 pages, Hardcover

First published April 10, 1998