Book Description

Praise for Organizational Consulting

"Alan grasps the very essence of organizational consulting. It’s not about foolish fads or mindless meetings, it’s about relationships, trust and focusing on key issues with a sense of urgency that gets results. His principles and techniques are easy to understand and apply."
–Pam Farr
former senior vice president
Marriott Lodging, Marriott International, Inc.

"What first appeals about Organizational Consulting is the pragmatic, battle-tested advice. However, the real gem is the underlying ethic–a commitment to honesty, professionalism, and rigor–that will change how you feel about being an HR professional."
–David Creelman
Chief of Content & Research
HR.com

"A must-read for internal consultants–this book provides a clear road map for success."
–Marilyn Martiny
Total Customer Experience and Quality Manager
Hewlett-Packard ... Read more

Book Description

"You'll never get rich working for someone else." No one knows this better than William J. Bond. His popular Home-Based Business series has shown thousands how to successfully operate mail order, catalog, and newsletter businesses from home. Now he's adding Going Solo to the series. Going Solo shows readers how to take their specialized knowledge-gathered from a job, career, education, or life experiences-and turn it into a profitable, thriving home business. Written in an easy-to-read, motivational style, the book includes information on how to target client needs and deliver answers, develop and implement a business plan, initiate pricing strategies to insure future business, and more. Complete with comprehensive lists of specialized consulting areas, additional information sources, and plenty of success stories, Going Solo is sure to be a welcome addition to the acclaimed series. ... Read more

Reviews (3)

A Good Read!
William J. Bond presents a guide for people who want to become home-based consultants. His manual covers every aspect of freelance consulting, from finding, landing, and keeping clients, to maintaining records and understanding the marketplace. This common-sense book is part narrative and part workbook, including questionnaires and fill-in list forms. It is detailed, but if you have any experience as a solo practitioner, the elementary basic business practices outlined may cover material you already know. We at getAbstract recommend this book as a primer for anyone who wants to become a consultant working from a home-office and to those who are already doing exactly that and would like a few more tips about how to make a better living at it.

Not too helpful
If you really are just starting out and have no clue what you're doing then this book might be helpful. Might. For me, most of the book was too vague to be useful. Comments to the effect of "choose the best possible system [or arrangement] for X" drove me crazy. What, in his opinion, is the best system, and why? Also, the sentences were so short and basic that I felt like I was in grammar school. This book might serve as a useful checklist for things to think about, but I didn't find many answers or very good advice. Skim it at the library.

Easy to read, wonderful planning guide
I just finished reading Going Solo, and by the time I was finished, I had a fairly complete business plan already completed. Not only did this book contain valuable information, it also stimulated pages of ideas and things to do. I definitely recommend reading this book with a pen and notebook handy. ... Read more

Book Description

One of the biggest names in the consulting business shows you everything you need to get started—and succeed!

Packed with expert advice, helpful tips, and industry secrets to successful self-marketing, this guide—an abridged version of the bestselling How to Succeed as an Independent Consultant—gives you the crucial tools and techniques you need to both survive and thrive in this highly competitive field. From founding your business to writing proposals to negotiating fees, The Concise Guide to Becoming an Independent Consultant has complete, up-to-date details on:

• Determining the right fields and services for consulting.
• The most common mistakes made by new consultants and the ten laws of survival.
• Finances, taxes, and potential legal issues for consultants.
• Marketing to the public sector, including federal, state, and local government.
• Proposal formats and rationales.
• Alternatives to formal contract documents and letters of agreement.
• Vital consulting skills necessary for draft writing and presentations.
• How to be a cyberspace consultant. ... Read more

  Reviews (4)

  Doesn't Measure Up...
  I agree with the other reviewers: there are many other books that cover the material in more detail and in far fewer pages. I'd recommend Alan Weiss' "Million Dollar Consulting" or Alan's "Getting Started in Consulting." Either of these books should be considered a MUST addition to any consultant's library. Overall grade: D+/C-

  Not So Concise
  I have to admit that there was some useful information in the book. Especially in setting fees, importance of retainers, the current outlook towards the consulting industry. While Mr. Holtz does have a great amount of knowledge, that can be quickly seen in the text, I find his writing style lacking and even frustrating. Many subjects appear in the book multiple times - a rehashing of subjects he has already discussed. This, and the back and forth references of subject matter was disconcerting. I think that if the duplication of information was removed from the book, the nearly 300 page book would be about 25% smaller.

  Abridged version of the best-selling book
  This Guide is an abridged version of the best-selling How to Succeed as an Independent Consultant. Packed with expert advice, helpful tips and industry secrets to successful self-marketing, it gives you the crucial tools and techniques to survive and thrive in this highly competitive field. From founding your business to writing proposals to negotiating fees, this guide has details on a wide variety of essential topics.

  Herman Holtz is one of America's leading experts on business and consulting. Holtz's consulting clients include IBM, General Electric, Dunn and Bradstreet, Chrysler and Georgetown University. He is the author of more than twenty best selling books on consulting, marketing and sales.

  Reviewed by Azlan Adnan. Formerly Business Development Manager with KPMG, Azlan is currently managing partner of Azlan & Koh Knowledge and Professional Management Group, an education and management consulting practice based in Kota Kinabalu. He holds a Master's degree in International Business and Management from the Westminster Business School in London.

  Herman Holtz updated for the late nineties
  Holtz's general consulting guide has been updated for the new millenium with this new concise edition. Notice it is concise, perhaps in deference to the whole notion of the lack of reading time our contemporary business environment. Nevertheless the book is packed full of advice about the nuts and bolts of consulting and the perspective is useful to experienced consultants as well as beginners..

  I was struck by two issues that are emphasized in the book. There is lots of attention paid to the notion of continuous marketing. According to Holtz, most businesses fail because of a lack of a marketing strategy; they just don't have enough sales. The other emphasis is an in-depth discussion of consulting to government agencies at the local, state and federal levels ... Read more

Book Description

This guide is a widely recognized reference work on the state of the art of management consulting. It offers an extensive introduction to consulting: its nature, professional standards, intervention methods, behavioural rules, current developments and future perspectives.

Today, the information and knowledge-based economy is constantly creating new opportunities and challenges for consultants, who can find enough work and get well paid for their services, provided they are able to cope with complex and rapidly changing conditions and meet the demands of increasingly sophisticated clients. The whole world of professional services is undergoing profound changes and management and business consultants are no exception. In this climate, consultants must continuously "reinvent themselves". More than ever, learning is a life-long job for consultants. This fourth edition of Management Consulting actively reflects and confronts all these developments and challenges.

At the same time, the entire text has been substantially enhanced and updated. This fourth edition continues to offer practical guidelines, checklists and learning material throughout, serving as an indispensable tool for individuals and organizations wishing to start consulting, become more competent at serving clients or manage consulting firms and assignments more effectively. It also provides a useful guide to essential information and learning sources on professional consulting

New topics covered in this edition include:

e-business consulting
consulting in knowledge management and the use of knowledge management by consultants themselves
total quality management
corporate governance
social role and responsibility of business
company transformation and renewal
public administration
intellectual property ... Read more

Reviews (2)

A solid book on consulting services management
Comprehensive in style yet featuring very to-the-point content, this once was my favourite book about consulting management. Today, I prefer more practical management consulting writers such as Alan Weiss.

Comeptence
Different from many books promissing the easy way to "become a successful conultant in 5 days". A good primer and refence book. Kubr presents key issues and methods in management consulting in a conzise way giving an overview on the consulting process, areas of work for consultants and management of a consulting firm. Extensive bibliographic information makes it a source of reference. Useful for people who wnat to engage in consultancy other than management. ... Read more

Book Description

Learn how to begin and grow your own Information Technology (IT) consulting company. In this economy where IT jobs are being lost all the time, you need to arm yourself with the knowledge to compete in today's marketplace.

The Rational Guide To: IT Consultingshows all you need to know to begin or grow your own IT consulting company - for a price that's less than $10.

This book takes a rational, no-nonsense approach in a compact guide - only 128 pages. The book is written for a beginner to intermediate-level audience, so you learn the basics…fast!

This book is written with a unique conversational style from an author who has more than twelve years of experience in independent consulting. You'll learn from his experience and his personal anecdotes from what works and also what doesn't work for a consultant and a business owner.

Includes FREE Bonus Materials!
This book comes with these downloadable sample agreements:
1. Master Agreement
2. Schedule of Services Agreement
3. Confidentiality Agreement ... Read more

Book Description

Building Effective Technical Training is a hands-on guidebook written by William J. Rothwell and Joseph A. Benkowski— two experts in the field of technical training— that includes a wealth of information, guidelines, and suggestions for creating and implementing technical training programs for organizations of all types and sizes. In addition, the book is filled with real-life examples and proven techniques from successful technical trainings and includes the authors' own lessons learned from professional lives dedicated to training.

... Read more

Reviews (2)

Highly recommended!
"Building effective technical training: How to develop hard skills within organizations" by Rothwell and Benkowski is intended for any worker who must apply devices (such as PC's, software) that "govern them and their work", engineers and workers who apply special knowledge in manufacturing settings, and MIS professionals who apply knowledge in high-tech companies. The organization of the book is logical walking the reader through the contents of this resource. Their "Lessons Learned" chapter (Part V) is particularly well done. The added bonus of a CD-ROM and Appendices (specifically IV) enhance an already highly useable text making it easier for those of us who straddle both the practitioner and academic worlds.

A browse review
I could not review the book because I have not seen or read it. In any case the cover and the title appear to be very good for particularly employers who may want high productivity from their employees and also for the employees who more often want more responsibility and advancements either in their present posts or to higher ones. The prints (electronic)appear reader-friendly. ... Read more

Reviews (1)

Excellent guide for salesmen and consultants
I have read many books by Stephan Schiffman. This book should be required reading for anyone in sales, or for those who are considering a consulting practice. In typical Schiffman style, unlike many business books, everything is covered in a quick, clear, and concise method. From prospecting, to billing, to marketing, and closing sales, this book is extremely useful. Schiffman's no nonsense "stop telling and start asking" philosphy is present in this selection. This book has helped my activity and sales production soar. I recommend this book as well as other selections by Stephen Schiffman; you will not be disappointed. ... Read more

Book Description

America's most sought-after consulting guru shows you how to successfully market your services and make more money. Contains 138 insider secrets for building a client base applicable to a broad range of professionals inside or outside consulting. Features invaluable marketing do's and don'ts and covers such topics as direct mail, networking, cultivating referrals, media contacts, preparing contracts and setting fees. ... Read more

Reviews (2)

Idea Generator
I have read much of Shenson's work since the late '70s, and still find value in them ('tho he's been dead for many years). His self-proclaimed title of the 'consultant's consultant' has now been assumed by others. But his ideas, such as the listing in this book still serve to provide value in themselves. As a practicing independent consultant,I find the greatest value of this list, however, is as a 'trigger' to thought that causes me to come up with additional ideas. It is for this reason that I rate it so highly.

Many Helpful Marketing Ideas Most Consultants Don't Use!
The authors start off by saying, "You can be the most terrific speaker, consultant, attorney, engineer or professional the world has ever seen, but to really succeed, you must successfully sell your services." The key element of this selling is summarized as " . . . to really succeed means to differentiate yourself from others." The authors go on to point out that the massive waves of downsizing are creating much more competition all the time, requiring consultants to improve their marketing continuously.

Here are some examples of the gems in this book:

-- "don't quit marketing" -- many consultants only market when they do not have enough business. You are advised to always spend 15-25 percent of your time in this area.

-- market only to decision-makers -- the gate keepers have to let you in before you can make the sale. Spending time with gate keepers though quickly becomes wasted time.

-- make selling your services your number one task so it always takes priority

-- be seen as an expert in your field based on recent research you have conducted

-- try to market people through the insights you get from your research

-- use wasted time to work on marketing (such as downtime sitting in an airport)

-- whenever you mail your card to someone, include two so one can be shared

-- ask all of your contacts for referrals.

Once you are working on these things, here are some other good ideas:

-- create an environment in which making a referral seems like their idea

-- aim your publicity efforts to generate qualified leads

-- quote fees on a fixed price basis

-- let clients know that you will make them self-sufficient.

One of the good aspects of the book is that it does not seem to have any overtly bad advice in it. Some bits of advice I would question, but it certainly won't get you into trouble.

The main weakness of the book is that the ideas are presented at a summary level. Most people will need more detailed information to be able to implement the concepts. As a starting point, I suggest you read Networlding, Socratic Selling, and Publicity Power(all of which I have also reviewed).

If you do not have a marketing plan for your consulting practice, reading this book will be good background for helping you prepare one.

The key point of this book is to help you overcome your stalled thinking that professionals do not have to market. Good work will be enough. Unless you are already a well-known authority with more demand than you can handle, your good work will only take you so far.

Good luck in finding more clients so you can help more people achieve 2,000 percent solutions!

... Read more

Book Description

A New Brand of Expertise uniquely clarifies the dynamics of the red-hot "free agent" workplace and teaches the new skills and employment strategies independent professionals must master to succeed. In today's quick and turbulent markets, companies often need specialized professional talent on an interim basis to solve specific business problems, a major trend creating huge opportunities and an alternative career track for many professionals.

A New Brand of Expertise clarifies for independent professionals why companies need interim talent and how to develop a skill set that matches market needs. Readers will learn effective methods for uniquely marketing and branding themselves in order to develop a sustainable and successful free agent career.

Explains the booming market for "free agent" professional talent
Details effective workplace strategies for both experienced and new independent professionals, such as consultants and laid-off managers ... Read more

Reviews (5)

Not bad, but there are better books out there
While there is good information here I would strongly recommend some other titles. For anyone who is considering a free agent / consulting career, "Free Agent Nation" by Daniel Pink provides a good "big picture" view of what you're in for. And for advice on consulting, books by Alan Weiss are killer stuff. I read "Million Dollar Consulting in the early 90's and thought it was excellent. And I recently purchased "Getting Started in Consulting", which takes the themes from his early books and translates them into a step by step roadmap. Straightforward, succinct, practical insights into how to build a business.

A "Must Have"
A New Brand of Expertise is an excellent and current read for anyone who is new to the world of consulting. This is a viable resource for networking and marketing oneself as an independent consultant and provides many insightful suggestions on how to effectively make the transition from full-time employment to independent consultant. As for the seasoned consultants who need a refresher and perhaps a re-affirmation as to why they still choose the world of Free Agents over full-time employment-this book needs to be in your library!

a "roadmap" for consultants
A New Brand of Expertise is definitely an easy read and filled with all sorts of practical tips for both consultants and clients. As a veteran consultant, I found myself in agreement with many of McGovern's comments. When consulting works well, it sures beats "working for a living," as one of the consultants featured in the book mentioned. This book gives the rookie consultant a lot of solid advice on how to get started and be successful. I wish this book existed when I first made the transition to consulting.

Great Resource
I found this to be an invaluable resource for individuals who are practicing as independent consultants or just getting started. Also, leaders of tomorrow's "Fast Companies" will be convinced that using "spot talent" should be a crucial piece of their talent strategy - McGovern illustrates the many uses and successes of consultants. Her experiences in the business provide a wealth of knowledge to both sides. It's a quick read peppered with real-life examples. I have recommended this book to friends who work as free agents/gurus/etc - the advice is up to the minute and prepares individuals and companies for the workplace of the future.

Very Interesting and Informative
As an established career consultant and coach, I advise my clients about current work and labor trends to help them make wise and profitable career choices. Long-term employment is gradually being replaced by short-term, project-oriented work. Knowing about this trend is important but knowing how to survive and thrive in this new environment is crucial and this book provides a useful step in understanding the change. This book is an outstanding resource for both workers and employers who want to thrive in the new world of work. A "Must Read." ... Read more

Book Description

This unique book brings you, at last, the easiest, no-risk, step-by-step process for beginning and promoting your own consulting business. This remarkable technique harnesses the full power found in a natural progression: moving from Temp to Contractor to Consultant. Jimmy’s amazing personal experience will empower you to move through all three phases comfortably. ... Read more

Reviews (5)

The BEST book I have found concerning Technical Contracting
I looked all over the web and in dozens of book stores for a "how to" book concerning technical contracting.Jimmy's book might as well be the only book on this subject.I have recycled every other book I have purchased on this subject.

I am writing this endorsement after purchasing my 5th copy of this book.I can never get my old copies back after loaning them out to other Engineering Contractors.

-Charlie Cote
Barncat Inc., Engineering Services

EASY Money Consulting
After reading this book, I promptly tossed a bookshelf full of other so-called "how-to" consulting books in the recycling bin. While the others were difficult to understand and provided sketchy details, Jimmy Moore lays out a simple, easy-to-follow, yet extremely effective methodology that anyone can use to launch or improve a career in temp, contract or consulting. I've been contracting for years and learned many surprisingly easy networking techniques for launching an engineering consulting career. My old resume that barely fit on two pages amazingly was able to fit nicely in the one page "skill-bullet" resume format - with less information yet carrying a bigger, more effective punch for busy recruiters who have little time to weed through a long, wordy resume. I also used Jimmy's step-by-step techniques to compile over 100 contract engineering agencies and their e-mail addresses. Initial results have been fantastic and the job calls should continue for months to come! And I STILL havent put all of Jimmy's techniques into action; including the website I am designing and will link up to potential clients. This book has put new life in my engineering career after hitting the "skids."

Helpful and inspiring!
Moore has a distinctive attitude toward consultants--people with a Noble Cause, who bring optimism, enthusiasm, good ideas, and expertise with them wherever they go.Captive Employees can get bogged down by meetings, beaurocracy, trying to fit the corporate mode, and having other powers decide your projects and professional development.After reading this book, I see that consultants can be more in control of all those factors. This book helps to give a framework for thinking about what it means to be a consultant, how to be an effective and successful consultant, pitfalls to avoid, and how to best serve the company you work for.It is full of helpful and practical ideas for setting consulting rates, learning new ideas, networking, and how to keep current.

I especially recommend this book to people who are new to contract work, or considering contract work!

One of the few books I have read cover to cover
This informative, highly motivational book accomplishes just what the book title says. The author speaks candidly about his experiences and has developed a step-by-step procedure that reduces risk and can help virtually anyone to get ahead, even if they are already happily employed.

One of the few books I have read cover to cover
This informative, highly motivational book accomplishes just what the book title says. The author speaks candidly about his experiences and has developed a step-by-step procedure that reduces risk and can help virtually anyone to get ahead, even if they are already happily employed. ... Read more

Book Description

What's going on with corporate America?More and more, the success of today's leading companies is based upon favorable quarterly earnings reports.This mantra of consistently high earnings and the stock market effects it generates has driven America's business executives to seek every advantage and to implement every economy possible.Why didn't business advisors and industry analysts see Enron, WorldCom, and countless other business scandals coming?What really happened at IBM in the 1990s as its revenues declined and its market position eroded?Where have many of America's leading businesses looked for workable management solutions to prevent more corporate debacles from happening in the future?

Steve Romaine answers these questions in one word -- consultants.Consultants are the common denominator, and they are enmeshed in all aspects of business today.Exposing the real story about corporate America's increased reliance on consultants, SOLDIER OF FORTUNE 500 offers a view of the inner workings of the corporate machine never before shared with management or stockholders, a hired gun's journey beginning at the outside looking in, and ending at the pinnacle of a corporation's power.

Based on his experience working for IBM, his later role as a self-employed consultant, and finally his responsibilities as senior vice president for NationsBank, Romaine provides many insights into the complex manager-consultant relationship and makes it clear that the issues leading to the collapse of Enron were not isolated events.He explores corporate cronyism between executives and their consultants, and builds a convincing case of how, without the proper safeguards, such cozy relationships can lead to pervasive problems, placing stockholders, employees, and the future viability of the American corporation at risk.

In addition to bringing to light the agendas of omnipresent consultants, Romaine offers advice to help manager avoid future quagmires:"Manage them, or they will manage you."To ensure a successful alliance between managers and consultants, Romaine furnishes corporate managers with a summary of observations at the end of each chapter, containing sage advice he has garnered during his twenty years in the business world, so they can better understand their changing roles and responsibilities, recognize the tactics and strategies of the four main types of consultants, learn the rules of engagement and how to execute them, maintain the loyalty of employees, and provide incentives for better collaboration between employees and consultants.

SOLDIER OF FORTUNE 500 is a road map from current corporate ills to new solutions for the challenges ahead.It is a must read for corporate managers, employees, anyone involved with the consulting business, and anyone interested in what is going on in the high-stakes game of cat and mouse being played out every day at all levels of corporate management. ... Read more

Reviews (11)

"Manage Them, or They Will Manage You"
Steve Romaine argues that contract workers, including consultants, present new challenges for management, sometimes overlooked. This is the first book I've found that addresses the issues facing today's corporate manager, offering useful guidance in this area. I like that the book is based on personal experiences and reads more like a novel then the typical business book. I especially liked the chapters on IBM, Chase Manhattan, and Bank of America, where different styles of management are contrasted based on the personal observations of the author. In my opinion, Soldier of Fortune 500 breaks new ground for managers dealing with consultants, outsourcers, and other contractors.

Steve Romaine Nails It
Anyone who has worked as an executive in a large company (as I do) will directly relate to Steve's book. You will either see yourself as the lone wolf trying to do what is right for the company and what you were hired to do; or, unfortunately, you will see yourself as one of those more focused on posturing for your next postion and protecting your job, unable to make your own decisions, so you waste company money on consultants to tell you what to do. Steve tells an interesting true story of how many top corporate executives in large companies really work. He does so as an excellent writer. As he paints the scenes, you are visually stimulated, feeling as if you are part of the action. He also clearly demonstrates how consultants are more interested in getting more business than in solving client problems. MBA programs should use this as a text to illustrate how businesses allow executives to perform poorly, and how personal agendas and relationships get in the way of making good business decisions.

Definitely a worthwhile read!
This is a "must read" for any consultant and more importantly any one who works with or hires consultants. From my perspective (as a finance professor) perhaps the book's greatest benefit is that Romaine lays out a rarely talked about conflict within the nexus of contracts: the shareholder vs. the consultant. While not necessarily always opposed to each other, the consultant has a much shorter time horizon and hence differing incentives. Given the fact that incentives matter, the book is a good introduction to an overlooked conflict that is worthy of future academic research.

oh and it is interesting too! :)

Jim Mahar
http://www.financeprofessor.com

Response to Previous Review
To correct a previous "reviewer," as author of Soldier of Fortune 500, I have received numerous personal letters from college professors regarding the book. One stated it was "a good resource for faculty and students." A University President noted in his letter, "the topic is both important and timely." Another University President wrote, "it is clear that your book offers a uniquely personal and in depth perspective of the perils and promise of management-consulting relationship." Subsequently, as suggested by another, I sent emails to professors from select colleges who were teaching business management and / or who had published articles in this area. This was not a bulk email as previously suggested.

Steve Romaine
www.sof500.com

I was spammed by Steve Romaine
While the book sounds interesting, I resent the fact that I was spammed by the author with an unsolicited bulk email plugging his book. My recommendation is not to support people who spam. ... Read more

Book Description

Maybe you've always wanted to be your own boss, or maybe you've been downsized into decision to start your own business.Whatever your reasons, you're about to join a growing number of people who have chosen to put job security in their own hands by making use of their on-the-job training and experience.In today's market, with companies increasingly turning to outside help, opportunities abound for people willing to lend their skills and know-how on a pay-per-project basis.How to Start a Freelance Consulting Business will take you step-by-step from start to success:

Set up an office in your home at little or no cost

Check with your former employer about freelance work

Do a market search for the right clients

Create a realistic business plan

Set competitive fees

Take advantage of tax laws for the self-employed

Network with other freelancers in your field

Build on your success and realize a steady return on your investment

... Read more

Book Description

From two vanguards of global strategy consulting comes this eye-opening look at the business dilemma of unsustainable growth--along with insights on what companies can do to stimulate consistent profits. Though most companies claim to be growth oriented, surprisingly few actually achieve double-digit growth--and over the past 10 years, that percentage has steadily decreased. In HOW TO GROW WHEN MARKETS DON'T, Adrian Slywotzky and Richard Wise examine this problem and offer real solutions, including how to fully map customers' higher- order needs and ways to get investors to change their thinking. They also offer methods to enhance existing asset bases through acquisitions, partnerships, and licensing, and suggest that companies learn not to depend on the CEO to solve the growth crisis. Creating sustained growth in company value has never been an easy task--in fact, it's getting more and more difficult in today's economic climate--and HOW TO GROW WHEN MARKETS DON'T addresses the need for solid and sensible advice. ... Read more

Reviews (7)

New growth for old companies
Slywotzky and Wise could have titled their new book, New Growth for Old Companies: A Comprehensive Compendium. If you've read their many previous papers and articles, you'll find the contents of this book familiar but will probably be delighted to find all those ideas and more gathered informatively in one place. The authors' audience consists of companies in mature industries struggling to grow - and to grow in a sustainable manner.

Inspired by examples such as General Motors, Clarke American, and Cardinal Health, Slywotzky and Wise mix their own thoughts with others floating around the world of business ideas to come up with a strategy they call "demand innovation". I agree that typical product innovation, while retaining value, is far from the final word in achieving growth. The authors' demand-centric approach instead focuses on the customer's context in using a product or service, and satisfying that with the company's intangible wealth - customer contacts, business models, technical expertise, human capital.

If you are like most customers, you have no trouble finding any number of innovative products. Your wish-list of new stuff is probably making your bank balance very nervous. Yet the experience of finding, buying, using, getting support, and other issues that surround the product itself can create enormous frustration. Slywotzky and Wise do us the favor (as businesses and customers) of bringing together a set of opportunities to grow by helping customers reduce complexity and by helping businesses make better decisions and reach their market faster - often a newly uncovered or created market. Some of the methods for companies are ensuring operational excellence, treating growth as a systematic discipline, developing lots of small ideas and a few big ones, mandating growth at the operating level, securing high-level support for growth initiatives, and building your capabilities through acquisitions and alliances.

You may not find many of these ideas to be radically new, but that's no reason to ignore this book. The authors have done a fine job of gathering diverse elements of new-growth practices and putting them in a sensible framework of "demand innovation". Keep this book on the shelf next to you and pull it down next time you get that not-so-fresh feeling about your business and your markets.

Wear new glasses
Growth has always been a challenge and passion for top management. Mature markets, fierce competition, greater expectations from customers, investors and employees contribute to setting of tough growth targets and the difficulty in attaining them. It is interesting to note that only single digit (7) percentage of companies are able to achieve double digit growth in today's markets. This book takes a closer look at some of these and the means that they adopt to achieve it.

According to the authors, the conventional focus on product innovation, R&D and market penetration strategies have all hit a wall. To break free from this syndrome, companies have to adopt innovative approaches- Demand Innovation. Instead of focusing on the current offering, companies have to look from a customer perspective into the entire value chain of which the current offering could be a small part. The approach is to explore the surrounding processes, products and services.

Cardinal Health Care is a good example with which the authors effectively start demonstrating this concept. Cardinal was struck on the periphery of wholesale drug distribution with shrinking growth and negligible margins. Cardinal soon realizes that for its customers, primarily big hospitals, procurement of drugs is just a part of the solution that seeks to reach the prescribed drugs to the patients' stomach. Suddenly a big opportunity for dispensing, accounting, re-ordering, billing and information processing of drugs in hospitals emerges. Cardinal decides to seize this opportunity. Through extended processes and acquisitions, Cardinal steps into the customers premises, providing them with end to end solutions in procurement, storage, accounting and dispensing of drugs. The concept looks simple , but the revenue streams are deep and margins healthy. A healthy prescription for growth.

General Motors' On Star service is another success story. Instead of just delivering a machine for transportation, GM now assures safety, security and other value added services to the harassed drivers on the road. It is now a part of the customer throughout the product's useful life enjoying a steady stream of revenues, with higher margins and delighted customers. An example where communications and information technology is used to wrap value added services to an otherwise routine product delivery.

The book is split into logical parts and includes chapters on the role of senior managers, unlocking hidden organizational assets like customer contacts, technical expertise, process excellence and a framework to put the ideas into practice and thereby manage growth over an extended timeframe.

Look through the glasses of Demand Innovation and growth will appear closer and bigger.

Recommended reading for managers across all industries.

Another thought provoking book from Slywotzky
I frequently refer to Adrian Slywotzky's previous books as we respond to a rapidly changing market environment among our software customers, and found How to Grow to be a very useful source of new ideas. Slywotzky and co-author Rick Wise concisely frame the growth challenge faced in many industries today, and help the reader in identifying several tangible options for driving revenue and profitability, even in the current market.

The overall format is familiar to readers of Slywotzky's Profit Zone: The first chapter describes the challenge and suggests a response. The middle chapters provide fresh case studies that illustrate how companies across a range of industries have successfully overcome declining growth trends in their traditional business model. The final chapters bring together the common themes from the case examples, and construct an initial set of tools that a leadership team can use can use to identify tangible new opportunities in their own business.

The factors driving the growth challenge--- maturity and commoditization of many key product lines, decreasing returns to new product and line extension investment, increasing saturation of new geographic markets, limited remaining industry consolidation opportunity in many markets, to name a few-are becoming well understood. Forbes publisher Rich Karlgaard frequently writes that even the tech industry is waking up to find that many more customers care about products being cheaper than being faster. Slywotzky and Wise don't dwell on this topic, but encourage the reader to ask which drivers may be slowing growth in their own industry.

I found the examples of "demand innovation" to be particularly helpful. These are drawn from a range of industries, presumably including several of Slywotzky's and Wise's consulting clients. Many examples are industries seldom used as case studies on the business speaker circuit, including check printing, lawn care equipment, and automobiles. The fresh material is very instructive. It is quite likely that the reader will find a case example that provides a close analogy to his or her own business.

As with the Profit Zone, the book concludes by providing an outline and set of tools of how to engage an organization in a process to define their own growth challenge and identify actionable responses. It doesn't try to be a recipe book, but it's a very helpful "preflight check list", which increases the likelihood that a valuable opportunity isn't overlooked. The menu of options emphasizes the importance of understanding the customer structure, the customer's activity chain around the product, and the value of the information created in the interaction with the customers. Even companies that have implemented effective downstream business models are likely to find ideas that help extend the creativity in identifying new opportunities.

I read through the book quickly to understand the major themes and keep it handy as a reference when developing new initiatives.

A worthwhile Read
This book is very good, filled with useful ideas.

The authors analyze companies from a variety of industries, many of which faced low growth or no growth markets, and identify the innovations in thought and practices that laid the foundation for future, sustained growth.

They provide the kind of ideas, grounded in real-world examples, that will help you to find and apply new approaches to trigger growth in your business. In the tradition of other good books, this book prompts you to ask the right questions, ending each chapter with a series of questions to help you to capitalize on your business' unique strengths and hidden assets.

A worthwhile read.

Surprisingly Useful
I am very cynical about business books. I typically read two or three chapters and then put them down. Frankly, I think most of them are junk. They state the obvious about age-old management problems. They also tend to be obsessively focused on the internal dynamics and structure of a company.

I took a chance with this book after hearing Mr. Slywotzky on the radio and realizing that I still had a decent balance on an Amazon gift certificate. As the owner/operator of a small wire manufacturing company, the messages about the problems of commoditization and global overcapacity hit home with me. My company has always focused on staying in niche businesses that were not quite large enough to be of interest to larger manufacturers. It worked well for literally decades until about a year and a half ago when we found that a certain "small" product line was not too small to escape the attention of some mainland Chinese businesses. After taking a 60% gross margin haircut (Ouch!!!) to retain the business, I started to become very scared.

At this same time in another product line, we began manufacturing some equipment to more easily dispense an oscillated wire product. We luckily decided to lease this machine rather than sell it, and it has become a lynchpin in our ability to establish and maintain a dominant position in this market. As this machinery has evolved, it also became the rough outline of a business model that I continue to try to pursue. This book is a very good refinement of my rough idea plus a lot more. I intend to try to use the authors' ideas to think about a new product line that has some disruptive elements to it(yes, I think that Clayton Chritensen is worthwhile, too).

I may just like this book because they are preaching to the choir, and I feel that I have arrived at a lot of the same conclusions, albeit in much rougher form, on my own. One thing that I do know is that all the games of incremental, internal change are not enough when mainland China shows up in your backyard.

P.S. - One thing the authors' don't touch on much, but that should be noted is that the ones who are most responsible for commoditizing your products are your own customers. You can be sure that the bigger they are, the more sophisticated the sourcing organization that they have in Asia. ... Read more

Book Description

The majority of executives in transition consider management consulting as either a component of their job search strategy or an alternative second career. Now there’s a resource just for them.

Rasputin For Hire includes:

* 26 important lessons consultants can learn from Rasputin

* The true essence of management consulting

* 7 personal prerequisites and considerations for would-be consultants

* 9 steps in every consulting project or client relationship

* The role and value of the consulting proposal

* A client’s-eye view of consulting

* Common client misunderstandings – and how to deal with them

* The 5 keys to consulting success

* A round-table discussion with a panel of 8 savvy consultants who share their own experiences and advice ... Read more

Reviews (4)

Must Read For those in or contemplating the Consulting Busin
Paul Pensabene..., January 20, 2004,
Must Read For those in or contemplating the Consulting Business as a career move
Mr.Goodman does an excellent job of calling attention to key concentrations in the consulting business. This is a must - reading for those that have just entered,or contemplating, the consulting business or are in-between jobs. The reading is easy and cuts right to the chase. As a marketing executive that has just entered the consulting business, I have found this book to be my reference and standard. The author starts by setting points that help determine whether consulting is the right career choice for the reader. He does an meaningful and excellent job of presenting a straight forward methodology of understanding the interaction with a client, taking you through a project and into writing the proposal with a template that is unmatched. The clear and concise way Mr.Goodman has written his book, has helped me organize my thinking and myself. By using the template as he has presented I was able to write a consulting proposal that blew my competition away.

Paul Pensabene
Marketplace Solutions and Consulting Group
Holbrook, NY

Rasputin and Mike Goodman helped my consulting business
This is a "must read" book for anyone considering the consulting business or for those already in it looking to increase their success. It's an easy reading book, well laid out and gets right to the issues you need to understand about consulting, the pitfalls and how to market yourself. For those who think consulting is an easy or fill-in career between jobs, Mike doesn't pull any punches in describing the difficulties involved in being successful in the consulting business.

I am a technical support consultant for personal computers and I had been billing my time out by the hour. This book pointed out that anyone selling their time rather than their talent is just selling a commodity. I took a look at the type of services I provide and realized that I was under pricing my highly technical expertise and not charging at all for a lot of job related items such as travel and purchasing hardware and software items. I completely revised my price list commensurate with the degree of technical difficulty involved and I am now commanding a premium for my services.

Thank you Rasputin and Mike Goodman!

Marty Roth, Principal
Incon Research, Inc.
INCONnecticut Computer Help

Thinking about consulting? Read this book
I'm one of the consultants interviewed by Goodman when he was writing "Rasputin for Hire". I was pleased to see how my remarks and comments were compiled into the book. While I thought the idea behind the book was a good one when he told me about it, upon reading it, the information and advice became more even more useful. The "26 lessons" are most interesting and very appropriate for virtually all consultants. If you've ever thought about consulting, been a consultant or hired or worked with one, you'd find this book an invaluable read. It's a great book, easy to read, with lots of valuable information. I highly recommend it!

Helpful examples, great round-table discussion
I had a chance to read "Rasputin For Hire" first while it was still in manuscript form. I thought it was a good book then, but it got even better when Goodman added examples and appendices in the final version. (Check out the round-table discussion with experienced consultants, for example.) This book belongs in the hands of anyone who has ever had the thought of consulting, hiring a consultant, or working with one. Goodman understands consulting at a gut level, and he's a master marketing professional. This book combines the two and reflects a very insightful look at how consulting can and should fit into a well-reasoned career strategy. Five stars! ... Read more

Book Description

Wondering how you'll meet the training demands of the new millenium? Here's your answer. Join the thousands of trainers, consultants, facilitators, and managers who rely on the Pfeiffer Annuals year after year for up-to-date resources to make their organizations more effective. The Pfeiffer Annuals have been the premier human resource development (HRD) since 1972. While other HRD "annuals" have appeared in the last few years, there is truly only one original Annual. ... Read more

Reviews (3)

DPeter...
This is an excellent guide for the novice or expereinced consultant. It is also very useful to anyone functioning in an internal consulting capacity. The book is easy to read and is laid out in a very orderly manner.

Oldie but Goodie
Considering that this book is almost 20 years out of date (all the report examples were done on typewriters!) it is still a meaty assessment of what management consulting is about from some senior people who have a lot of experience under their belts. I appreciated the blend of conceptual discussions, detail (without being overwhelming), savvy insights on office politics and concrete examples that brought issues to life. If nothing else, it gives a good picture of where consultants are coming from for those who hire them. Unlike other reviewer, I was not put off by "big league" name dropping. Many Fortune 500 firms will would only consider hiring these type of consultants, and if you work in such a place, it is a fact of life.

A bit pumpist, but the message is there.
I can count on the fingers of one hand the number of pages without a reference to Harvard, Princeton, Yale, this high profile firm and that high profile firm, etc. It becomes VERY annoying and unfortunately takes away from the message of the book.

It is also severly out of date, but that is to be expected from a 1983 book.

Before buying this book, I would seriously consider getting something more recent and less inclined to "name-dropping".

The overall book is not that ground breaking and a lot of other books, I am sure, have the same information (i.e. ISBN 2760616789 it's in French though).

Not the best reading... ... Read more