Odyssey --The Business of Consulting : How to Build, Grow, and Transform Your Consulting Business book cover
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Odyssey --The Business of Consulting
How to Build, Grow, and Transform Your Consulting Business




ISBN 9781498729123
Published May 14, 2015 by Productivity Press
221 Pages 30 B/W Illustrations

 
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Book Description

This book provides consultants with a career framework to build, grow, and transform their consulting businesses by becoming brilliant at the basics. The Odyssey process challenges current thinking and offers a methodology to help readers rise to the top of the profession by applying leading-edge techniques and methodologies.

An ideal companion to the Odyssey Consulting Institute’s suite of learning materials, this book details a proven system designed for consultants who want to work at the highest levels and achieve greater rewards.

The consultant’s growth path outlined in the book demonstrates how a successful consultant builds a sustainable career by working through the Odyssey process.

Explaining what consultants must do to join the top 10 percent of the profession and be rewarded accordingly, this book delivers both the tools and the confidence to develop powerful relationships with the right people and drive greater value-based revenue.

Table of Contents

The Consultant’s Growth Path
Four Levels of Consulting
     The Good Soldier
     The Competent Warrior
     The Trusted Advisor
     The Master Practitioner
The Learning Continuum
     The Learning Lenses
     The Business Lenses
     Communication and Team/Organization Dynamics
The Consulting Levels in Detail
     Life as a Good Soldier
     Kicking It Up a Level
     Thinking Like Business People
     Leaving a Legacy
Odyssey in Action I
WHIT MITCHELL, WORKING IN SYNC, HANOVER, NH
     The Trusted Advisor Breakthrough
Odyssey in Action II
DR SHAYNE TRACY, ODYSSEY TRANSFORMATIONAL STRATEGIES, ONTARIO, CANADA
     The Veterinarian That Never Was
Chapter Summary
Calls to Action
Appendix I
Bibliography

The Odyssey Arrow Value Engagement Process: Bringing Clarity to Client Needs
Extrinsic and Intrinsic Factors
The Arrow Legend Explained
     The Value Engagement Practices
     The Value Integration Practices
The Ideal Client Profile: Who, What, When, Where, Why, How
     Who Is My Ideal Client Number 1 Category (IC1)?
     What Is My Ideal Client Looking for?
     When Is My Ideal Client in the Market?
     Where Do My Ideal Clients Find Me?
     Why Will My Ideal Clients Engage Me?
     How Will We Work Together?
Executive Briefing
     Our Story
Meeting One
     The M1 Questions—Step 1: Situation Analysis—Past, Present, Future
     The M1 Questions—Step 2: Clarifying Assignment Objectives
     The M1 Questions—Step 3: Establishing the Measures (Metrics) of Success and Value
          Add Questions Appropriately to Dig Deeper
     The Discovery Audit
          Diagnostic Methods
          The Problems Associated with Discovery
          The Benefits of Good Discovery
Meeting One Response Letter
     Sample M1r Letter
Meeting Two
Business Management Review
     Sample BMR Setup E-mail
     The BMR in Action
     Our Story
     ACP Engineering—BMR Report
Odyssey in Action I
SERGIO MOTLES, SUMMIT CONSULTING, SANTIAGO, CHILE
     The Power of the BMR
Odyssey in Action II
DAN GROBARCHIK, EXSELL INC., GREEN BAY, WI
     It Starts with Finding Ideal Clients
A Note on Technology Support
Chapter Summary
Calls to Action
Bibliography

The Odyssey Arrow Integration Phases: Delivering Strategic Imperatives
Recommendation
     Laying the Groundwork for REC
     The Century Management Case Study
          Macro Objectives
          Micro Objectives
     The Recommendation
          Phase 1: APC Competency—Communications and Teambuilding
          Phase 2: APC Business—The Business of the Professional Practice
          Phase 3: APC Strategy—Strategic Thinking and Planning
          Phase 4: APC Integration—Follow Up and Follow Through
Organizational Development Intervention
Summary Evaluation Report
Odyssey in Action I
RON PRICE, PRICE ASSOCIATES, BOISE ID
     It’s Not a Product, It’s a Partnership
Odyssey in Action II
TIM MALONEY, NEWPORT GROUP, ONTARIO, CANADA
     The Smartest Person in the Room
Odyssey in Action III
PADRAIG BERRY, STRATEGIC FOCUS, DUBLIN, IRELAND
     Slowing Down to Speed Up
Chapter Summary
Calls to Action
Bibliography

Applying a Client-Centered Value Strategy
Thoughts on Selling
Consultative Selling
Traditional Consulting Model versus Value Creation Model
Our Story
Eight Ways to Increase Your Consulting Revenues
     Expand Your Client Base and Attract New Clients
     Develop Longer-Term Retainer-Type Contracts
     Capitalize on Your Original Cost of Acquisition by Creating Passive or Parallel Product Income Streams
     Broaden Your Strategic Positioning: Sell Larger Assignments
     Justify Higher Fees by Creating Higher Perceived Value
     Improve Assignment Profit Margins: Focus on Ideal Clients and Solutions
     Reduce the Cost of Client Acquisition
     Develop Strategic Partnering Relationships
The Professional Service Firm
     Distinctiveness of Professional Service Firms
The Life and Times of 400 Consultants
Six Consulting Perspectives
     Perspective 1: The Generalist and the Specialist
     Perspective 2: Business or Profession?
     Perspective 3: The Nature of Consulting
     Perspective 4: Consulting Is Always Temporary
     Perspective 5: The Purpose of Consulting
     Perspective 6: How Do Consultants Intervene?
Odyssey in Action I
MEL NELSON, PRESIDENT & CEO, EXECUTIVE
MANAGEMENT SYSTEMS, FARGO, ND
     Letting the Client Lead the Way
Odyssey in Action II
JEAN ANN LARSON, MANAGING PARTNER, JEAN ANN LARSON & ASSOCIATES, DALLAS, TX
     Building a New Consulting Business
Chapter Summary
Calls to Action
Bibliography

The Business Behind Consulting
Financial Intelligence
The Odyssey Profit Drivers
     Staff Profitability
     A Consultant Danger Zone
Personal Profitability
     Value Basics
Client Profitability
Sales and Marketing Profitability
Portfolio of Solutions Profitability
Niche Market Profitability
Setting Client Fees and Value Billing
Four Basic Categories of Fee Setting
     Time
     Fixed Fee
     Retainer
     Contingency Fees
Results-Based Consulting
     The Economic Buyer
     The Consultative Relationship
     The Value/Fees Proposition
Making Your Talent Work for You
Making the Client a Hero
Opportunities Abound
The Art and Science of Setting Fees in a Consulting Practice
The Client/Consultant Value Match
Presence Creates Value
The Consultant as an Investor
The Value of the Generalist and the Specialist
     Specialize
     Be Clear about Your Difference
     Define Your Ideal Clients
     Focus, Focus, Focus
Odyssey in Action I
MARK DEBINSKI, BLUEWATER ADVISORY & BLUEWATER SEARCH, SYKESVILLE, MD
     Before You Do the Business, You’ve Got to Find It
Odyssey in Action II
VICKI LAUTER, MANAGING PARTNER, STRATEGIC
HUMAN INSIGHTS, ATLANTA, GA
     The Test Comes When You Quote Your Price
Chapter Summary
Calls to Action
Bibliography

The Mind-Set Factor
Beyond the Mental Game of Consulting
Converting Your Talents into Strategic Competencies
     The Odyssey Trusted Advisor Competency Model
Defining Success as a Professional Advisor
     Six Dimensions of Success
     Measuring Your Success
The Triple Mind: From Brain Power to Mind Power
     The Four Dimensions of the Competent Consultant
Trustworthiness Defined
     Ten Ways to Create Entrusting Relationships with Your Client
     Ten Ways to Create Distrusting Relationships with Your Client
Positive Psychology—Managing Your Potential and Possibilities
     Your Self-Concept and How It Affects Your Consulting Practice
          Your Self-Ideal
          Your Self-Image
          Your Self-Esteem
Writing Your Personal Strategy
A Word on Responsibility—A Consultant Obligation
     Invest in Yourself
     Two Reasons People Do Not Take Full Responsibility
          Fear
          Absence of Courage
     Eight Courage-Creating Principles
Consulting and Corporate Responsibility
Timeless Life and Consulting Principles
     The Timeless Principle of Cause and Effect
          A Practical Example
     The Timeless Principle of Belief
     The Timeless Principle of Expectation
     The Timeless Principle of Attraction
Great Consulting Mind-Sets
Odyssey in Action I
KATHLEEN CALDWELL, CALDWELL CONSULTING GROUP, WOODSTOCK, IL
     Making Change Stick
Odyssey in Action II
JOHN OAKES, CEO, SBL CONSULTING GROUP, REDDING, CA
     Every Client Experience Is a Growth Opportunity
Chapter Summary
Calls to Action
Bibliography

Odyssey Reflections
John Butler and Getting Out of Your Own Way
DR SHAYNE TRACY, CEO, EXECUTIVE STRONG, ONTARIO, CANADA
Nothing Happens until Somebody Does Something
ART BOULAY, CEO, STRATEGIC TALENT MANAGEMENT, BRUNSWICK, ME
Odyssey, the Rubicon, and Beyond
CAROL RENAUD GAFFNEY, PhD, BEHAVIORAL
INTELLIGENCE CONSULTANT® INTEGRATED BEHAVIORAL
INTELLIGENCE SOLUTIONS LLC, BARRINGTON, RI
Changing Direction with Odyssey
MARCEL VAN DER WAL, HERMOSILLO, MEXICO
Odyssey Helped Me to See Myself through the Fog
ANDREW YOSHIOKA, SANBONKI INC., ONTARIO, CANADA
In Conclusion

About Odyssey Consulting Institute

Index
Index

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Author(s)

Biography

Imelda Butler is the founder and chairperson for Odyssey Transformation Strategies and Odyssey Consulting Institute. She is the co-creator of the Odyssey concepts and methodologies which works with consultants worldwide in helping them master the business of consulting.

Dr. Shayne Tracy is currently director of Odyssey Consulting Institute and is a Master Practitioner and Certified Master Coach with more than 25 years of experience in adding value to organizations through strategic organization development in performance, talent assessment, and management business restructuring.

Reviews

What business leaders and leading-edge consultants have to say about Odyssey – The Business of Consulting: How to Build, Grow, and Transform Your Consulting Business:

Odyssey is a proven pathway to assisting professional consultants to make a greater impact with their clients. It's all about a mindset that applies proven solutions to organizational problems.
—Bill J. Bonnstetter, Chairman, Target Training International, Ltd.

Odyssey is undoubtedly the best journey one can take to achieve personal and consulting success, and truly supports building a premier consulting business. Simply put, the Odyssey process works.
—Dave Bonnstetter, CEO, TTI Success Insights International

Odyssey is a value-based system that goes beyond transactional business dealings. The Odyssey Arrow helped me design and connect my consulting business to who I am, while helping me master the fundamentals of entrepreneurship. I am delighted to see that the Odyssey teachings are now in a book so that others can learn from this approach and apply it in building their businesses. Whether you are just starting out or if you’re ready to take your business to the next level, this book is for you.
—Dr. Jean Ann Larson, Founder and Managing Partner of Jean Ann Larson & Associates

I travelled to Dublin, Ireland in 2006 to learn about the business of consulting from two of the best: John and Imelda Butler. What I learned has made all the difference in how I serve our clients and am rewarded. Now Imelda has captured this material in a book. It is a gold mine of wisdom, direction and inspiration. Every member of our team will have this on their desk and we will return to it over and over again.
—Ron Price, Price Associates & TTI Success Insights China.

This book is more than a "how-to" guide. It masterfully and deliberately describes, in exacting detail, the four levels of consulting and the continuum of growth necessary to transform your consulting mindset and deliver insightful knowledge that your clients expect from you…Odyssey is a must-read for anyone who desires the foundation of insight necessary to build a sustainable consulting practice now and into the future.
—Brent Patmos CPHDA, Founder and President, Perpetual Development Inc.

... a must-read for any consultant. Odyssey is the roadmap to consulting success that embodies integrity and a disciplined approach to creating trustworthy, value-based client relationships.
—Dr. Donald Carmont HRXL Associates