Generate greater value from consultants with this simple proactive plan.
The consulting industry has evolved from a profession where work was undertaken on the basis of trust and a handshake, into a massive, revenue-driven industry, with sophisticated sales, contracting and client management processes. Yet many of the organizations that hire consultants have failed to recognize these changes and the need to adapt accordingly.
Extract Value from Consultants will assist organizations to make appropriate choices about the consultants they hire, and then to manage them more effectively over the course of the project. Packed with the authors’ firsthand observations, case studies, and valuable templates, this book details a step-by-step approach to successfully selecting and managing consultants.
Too often organizations let consultants dictate where, when, and how they will deliver value. In today’s economic environment, it’s time for executives and managers to turn the tables and take back control—from the consultant's initial sales call to the end of their engagement.
“Executives hire consultants to further strategic and financial objectives. This book helps executives ensure that consultants deliver on their promised value.”
--Barry Stowe, CEO, Prudential Corporation Asia
“Executives and managers may think they know how to manage consultants but this book reveals the reality. Those who read it will learn the why, how, and what they should demand from their consultants – future consultants watch out!”
--Gary R. Bennett, EVP & Greater China CEO, New York Life International
“This book should be mandatory reading for executives, project sponsors, project managers and employees – anyone who will interact with consultants.”
--Saskia Goedhart, CRO, Munich Re North America (Life)
"From the Australia Financial Review" ( 9 April 2010 )
About the Authors
Gordon Perchthold and Jenny Sutton are founding Partners of The RFP Company, an organisation based in Hong Kong which enables clients to make strategic choices, including the evaluation of management consultants such as Accenture, Bain, IBM, and Infosys. Previously, they were Managing Partners of International Client Services at ABeam Consulting in Tokyo, and Partners and consultants within Deloitte Consulting offices in Seoul, Hong Kong, New York, Cape Town, and Toronto (including, in Gordon’s case, a ‘sabbatical’ at Accenture). Their client experiences span dozens of well know multinationals including AIA, Allianz, AMP, BP, Commonwealth Bank, DeBeers, Deutsche Bank, ING, Manulife, Prudential, Samsung and Scotiabank. Gordon is Canadian-Australian while Jenny is South African-British although have lived and worked across Asia since 2000.
