The Value-Creating Consultant: How to Build and Sustain Lasting Client Relationships

  • 4h 54m
  • Ron A. Carucci, Toby J. Tetenbaum
  • 2000

A unique guide that shows consultants how to create enormous value for clients and become the "consultant of choice."

When the consultant-client relationship works, it can be extremely valuable (the consultant supplies the expertise, labor, or objective analysis that the client desperately needs). When this relationship doesn’t work, it’s disaster.

This unusual book shows consultants how to steer clear of habits and behaviors that give consultants a bad name—and how to develop behaviors that consistently win clients’ loyalty and respect. Based on five years of research into the effective use of consultants, the authors provide an eye-opening look at the critical roles that a consultant should be aware of to create value for the client.

  • The three destructive roles consultants can fall into: the Messiah (needs to be revered), the Dependency Builder (needs to be needed), the Colluder (needs to be accepted).
  • The three value-creating roles consultants should play: the Partner (let them shine), the Capability-Builder (make them as good as you are), the Truth Teller (build on honest assessments from day one).

About the Authors

Ron A. Carucci has consulted to leaders of organizations worldwide for more than 15 years on issues relating to strategic organizational change, including strategy formulation and implementation, culture change, building executive teams, and merger-and-acquisition integration. His clients represent a wide spectrum of industries, including financial services, pharmaceuticals, consumer products, information technology, and manufacturing.

Toby J. Tetenbaum, Ph.D., has consulted to numerous and varied organizations, ranging from Fortune 10 companies to small start-ups—including not-forprofits and the nation's largest school system. She has designed solutions in the areas of management development, strategic planning, corporate culture, and managing change. She is a licensed psychologist, and has served as a professor at Fordham University for 25 years.

In this Book

  • Three Destructive Roles of Consultants
  • A Relationship Gone Wrong—The Dark Side of Consulting
  • Three Value-Creating Roles Played by Consultants
  • Creating Lasting Value—The Power of Irreverence
  • Profile of the Client of Choice
  • Developing a Down to EARTH Partnership
  • Making Peace in Enemy Territory—Working with the Internal Consultant
  • Meet Your Client—Rampart Systems
  • Pandora’s Box
  • Epilogue
  • Bibliography