Practice This

 
by Rick Freedman

I have been recently looking through the book The IT Consultant : A Commonsense Framework for Managing the Client Relationship. Below are the notes I have taken while flipping through the book.

Enjoy.

Consultants Critical Skills

• Advisory
• Technical
• Business
• Communication

Approach the Client

• Why is the client seeking advice?
• What’s the potential for Success?
• Engage with the client as a person.
• Don’t prescribe before diagnosing.
• Test your understanding.
• Profile the engagement.

Negotiate the Partnership

• Remember, Consulting is Ambiguous.
• Clarify expectations early.
• Take the emotions out of negotiations.
• Negotiate all elements of  the triple constraint.
• Document your agreement.

Visualize Success

• Vision generates momentum.
• Project vision presents clear goals.
• Project vision helps motivate teams.
• Project vision frames communications.
• Build client sponsorship around the vision.
• Communicate the vision throughout the client organization.

Understand Client’s Situation

• Better understanding equals better advice.
• Discovery process must be designed for each engagement.
• Base discovery process on enterprise IT model.
• Consultants have due diligence responsibilities.
• Create an As-Is model.

Design Solution Options

• IT design has standards of quality.
• Creativity can be learned.
• Utilize design techniques to stimulate creativity.
• Base design on enterprise IT model.
• Give the client options.
• Help the client select the best options.

Collaborate to Select Solutions

• Presentation of options is a critical deliverable.
• We advise, client decides.
• Decision process can’t be outsourced.
• Present delivery plans for each option.
• Document selected solution.
• Create a work project plan.

Deliver Business Results

• Deliver a complete solution.
• Document what you deliver.
• Deliver Secure systems.
• Deliver maintainable systems.
• Train users on your solutions.
• Test client satisfaction.
• Measure results against project vision.
• Document client acceptance.

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• The Consultant’s Calling: Bringing Who You Are to What You Do, New and Revised
• TRUE PROFESSIONALISM : The Courage to Care About Your People, Your Clients, and Your Career
• Raving Fans: A Revolutionary Approach To Customer Service

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