High-Value IT Consulting: 12 Keys to a Thriving Pr...

Description

Title: High-Value IT Consulting: 12 Keys to a Thriving Practice
Description:
Designed specifically for IT professionals working in any type of consulting organization, here

is a practical, real-world guide for delivering successful engagements to clients. Ready-to-use

sample forms, tables, checklists, and charts are in the text and available free for download.

Good for who are new in the high-tech IT consulting
I found useful many parts of the book for who are starting an IT consulting business. Obviously

it is not a magic recipe. You need to work each point, to custom it for your company, your kind

of projects, your culture.

Not a High-Value Reference
Although this book has a great deal of useful information, there are a number of areas where it

misses the mark. Often the obvious is stated as important. In many respects the book takes a

35,000 foot view of the IT consulting practice and addresses issues faced primarily on very

large projects with large consulting practices. With limited resources to acquire and read

books on IT consulting, this is a book to skip - there are so many others that are quicker to

read and have more valuable information (for example Alan Weiss general consulting and Janet

Ruhl for IT).

There is the suggestion that payment terms should be negotiated after the contract is signed,

but before actual work begins.

The pipeline, backlog and sales hit ratio sections dont mention the typical discrete steps in

the sales cycle.

At one point, the authors write It is said with tongue-in-cheek that any consulting firm that

cannot operate its photocopier as a profit center probably also cannot do a decent client

engagement. A couple paragraphs later in the same section the reader is instructed how to

arrive at a price for a given markup using the formula Price = Cost/(1-Markup). Any large IT

consulting firm that cant calculate markup without help cannot do a decent job consulting.

Elsewhere, the authors point out that switching from First Class to Coach travel, reducing out

of town allowances, and reducing social/entertaing expenses are not good for employee morale

but lower costs.

Must Have Consulting Playbook
Purba and Delaney offer a powerful playbook for creating and delivering customer solutions that

exceed customer expectations and result in outstanding customer satisfaction.

An excellent resource!
This book is a must for anyone working in IT. Full of practical advice and information, the

book is also an engaging read. I plan to apply the valuable information I obtained from

High-Value IT Consulting to my business.

IT Consulting Excellence
Having worked as an IT consultant and on the other side, frequently purchasing consultant

services, I can attest to the difficulty in successfully managing such a complex business. The

authors new book goes a long way to helping create order. It is a comprehensive and thoughtful

approach to helping IT Consultants get a solid perspective on how to establish or improve their

consulting practice. Excellence in managing a professional services practice requires a

systematic approach to achieve balance between the big picture and the minutiae of details.

This book provides the reader with both.

I believe the authors are right in their declaration that excellence in this field depends upon

focus and determination, and a commitment to continually demonstrate how your consulting

organization adds value lest you suffer the fate of obsolescence. I encourage practice managers

to read this book. It is an important contribution to best practice and should be a part of

their consulting toolkit.

Links

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