The consultant's scorecard : tracking results and bottom-line impact of consulting projects
Annotation 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 salescall, 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 allowsboth consultants and their clients to measure the success ofconsulting 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 theconsulting 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
1 online resource (xxiii, 400 pages) : illustrations
9780071378963, 9780071348164, 0071378960, 0071348166
48138339
Part I: Setting the stage
The need for consulting accountability from the client perspective: why measuring results is worth the trouble
What's in it for me? how consultants can prove the value of their work to clients
Initial analysis and planning: key to a successful evaluation
Part II: The six measures
Was it useful? how to measure reaction and satisfaction
What did the client organization learn? how to measure skill and knowledge changes during the consulting intervention
Was the intervention implemented properly? how to measure implementation, application, and utilization
What was the impact? how to capture business impact data
How to calculate and interpret ROI: and other measures of financial payoff
How to capture and report the nonfinancial benefits of a consulting intervention: identifying intangible measures
Part III: key issues with the measures
Separating the consulting impact from other factors: how to isolate the effects of the consulting intervention
How much did it cost? monitoring the true costs of the consulting intervention
Part IV: Challenges
How to build a business case for the consulting expense: forecasting ROI
How to provide feedback and communicate results to the client
Overcoming resistance and barriers to measuring consulting ROI
Appendix: Do your consulting projects focus on results? a self-assessment
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