Consulting on the Inside, 2nd ed. , livre ebook

Association for Talent Development - B. Kim Barnes , Beverly Scott

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239 pages

English

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Description

Are you an internal consultant—a staff member who serves in a consultative role within your organization? Then you need this hands-on guidebook to help you better understand your role and improve your performance.

Whether you're a change agent, trusted advisor, or someone who serves in varying capacities, it's important to design your job, develop a formal agreement, and build your practice.

Consulting on the Inside provides a solid background for internal consultants and serves as a roadmap for cultivating a successful career. You'll learn how to:

maintain an outsider's objectivity while applying an insider's knowledge of the organization

build relationships but be up-front about challenges and issues

design your role to fit the client's needs and the organizational situation

handle roadblocks and deal effectively with difficult clients

market your consulting services within the client organization.

You'll find a thorough examination of the eight phases of the consulting process, a comprehensive analysis of the differences between internal and external consultants, and success stories demonstrating the personal qualities you need to build trust and relationships. Consulting on the Insidealso provides a complete toolbox for getting the job done, including tips and techniques, checklists, forms, a sample hiring agreement, and ready-to-use agendas...

Sujets

Efficacité professionnelle

Efficacité

Business

Economics

Training

Employabilité, métiers et formations

Informations

Publié par	Association for Talent Development
Date de parution	01 avril 2011
Nombre de lectures	0
EAN13	9781607289128
Langue	English

Informations légales : prix de location à la page 0,2148€. Cette information est donnée uniquement à titre indicatif conformément à la législation en vigueur.

Extrait

MORE PRAISE FOR CONSULTING ON THE INSIDE
"This book goes to the heart of what every internal change consultant needs to know, do, and be—from beginner to expert. It provides conceptual frameworks, tools, impeccable behavioral guidance, and best of all— wisdom from two masters of the field. This is one book to read and re-read!"
Linda Ackerman Anderson Co-founder, Being First, Inc. Co-author of Beyond Change Management: How to Achieve Breakthrough Results from Conscious Change Leadership and The Change Leader’s Roadmap: How to Navigate Your Organization’s Transformation

"The authors discuss with exceptional clarity the valuable role of internal consultants as trusted advisers within our organizations. This is exactly what business leaders need to identify insiders who possess the business acumen and relationships to help them achieve results. It is also full of inspiration and practical examples for internal consultants who have a passion for guiding change."
Claudine Feibusch Strategy Consultant, Financial Industry

"Scott and Barnes have provided a ‘go-to’ guide for internal consultants, and their book Consulting on the Inside couldn’t be more timely. With the growing diversity and multi-generational makeup of today’s workforce, the role of the internal consultant in resolving conflicts and influencing positive change has never been more important or challenging. Consulting on the Inside provides a wealth of practical advice, case study examples, and tools on how to effectively build relationships and partner with teams to help them find common ground, align on a shared purpose, and mobilize to realize their goals and objectives."
Chris Foley CEO and Management Consultant, SMART Outcome, LLC Former Six Sigma Internal Consultant

"Expecting nothing but excellence from these two master consultants, I was not disappointed to see new models and valuable concepts intertwined with many of the practical tools, such as sample contracts, agendas, team charters, and others, from the first edition. Scott and Barnes ensure your success by helping you define your internal consulting role, overcome the most common challenges, and ensure successful implementation. They do this with the practical ease of consultants who really know their business. Consulting on the Inside sits obligingly on my bookshelf within easy reach at all times."
Elaine Biech Author, The Business of Consulting and Marketing Your Consulting Services

"Internal consulting is a critical role that is often misunderstood. This well written and practical resource is must-read for anyone considering the role, already in the role, or serving internal consultants. In addition, Consulting on the Inside is a great reference tool for anyone seeking to understand the critical elements of how to manage change and drive performance from within the organization. Buy it—you won’t regret it!"
Ann Herrmann-Nehdi CEO, Herrmann International

"Not only do the authors bring their own deep experience to this book, they are well networked so they bring the wisdom of countless friends and colleagues to the table. New practitioners and senior professionals alike will gain insights and new rules of thumb. What more could you want?"
Beverly Kaye Founder and CEO, Career Systems International Co-Author, Love ‘Em or Lose ‘Em: Getting Good People to Stay
Consulting on the Inside

© 2011 the American Society for Training & Development

All rights reserved. Printed in the United States of America.

No part of this publication may be reproduced, distributed, or transmitted in any form or by any means, including photocopying, recording, or other electronic or mechanical methods, without the prior written permission of the publisher, except in the case of brief quotations embodied in critical reviews and certain other noncommercial uses permitted by copyright law. For permission requests, please go to www.copyright.com or contact Copyright Clearance Center (CCC), 222 Rosewood Drive, Danvers, MA 01923 (telephone: 978.750.8400, fax: 978.646.8600).

ASTD Press is an internationally renowned source of insightful and practical information on workplace learning and performance topics, including training basics, evaluation and return-on-investment, instructional systems development, e-learning, leadership, and career development.

Ordering information for print edition: Books published by ASTD Press can be purchased by visiting ASTD’s website at store.astd.org or by calling 800.628.2783 or 703.683.8100.

Library of Congress Control Number: 2010926108 (print edition only) Print edition ISBN: 978-1-56286-745-4 PDF ebook edition ISBN: 978-1-60728-912-8

2011-1

ASTD Press Editorial Staff:
Director: Anthony Allen Manager, ASTD Press: Larry Fox Project Manager, Content Acquisition: Justin Brusino Senior Associate Editor: Tora Estep Associate Editor: Ashley McDonald Editorial Assistant: Stephanie Castellano Copyeditor: April Michelle Davis Indexer: April Michelle Davis Proofreader: Kris Patenaude Interior Design and Production: Kathleen Schaner Cover Design: Steve Fife Cover Art: Getty Images
CONTENTS

Preface ix Section I: The Life of the Internal Consultant 1 1.Living as an Internal Consultant 3 2.Identifying and Creating Your Role 13 3.Building Your Practice 23 4.Overcoming Challenges and Roadblocks 35 Section II: The Consulting Process 55 5.Contact 57 6.Agreement 69 7.Information and Assessment 77 8.Feedback 93 9.Alignment and Change Targets and Transition Strategies 103 10.Implementation 119 11.Evaluation and Learning 139 Section III: Interpersonal Skills for the Internal Consultant 153 12.Communication and Influence Skills 155 13.Problem-Solving and Negotiation Skills 175 14.Facilitation and Coaching Skills 197 Section IV: Messages for Success 219 15. Trends 221 16. Consulting Mastery 235 Appendix 1: A Readiness Checklist 249 Appendix 2: Sample Agreement Memoranda and Agreement Form 253 Appendix 3: Organization Development Contract 257 Appendix 4: The Courtesy Feedback Meeting and Group Feedback Meeting 261 Appendix 5: A Portrait of ABC Incorporated 265 Appendix 6: Survey-Feedback Flowchart 269 Appendix 7: Survey-Feedback Meeting Agendas 271 Appendix 8: Human Resources Transition Team Charter 273 Appendix 9: A Vision Process 275 Appendix 10: Cross-Functional Team Goal / Role Clarification Process 279 Appendix 11: Conflict Management Model for Teams 281 Appendix 12: Role-Clarification Meeting 283 Appendix 13: New Manager Assimilation Process 285 Appendix 14: Grounding and Centering 287 References 291 About the Authors 297 Index 299
PREFACE

S ince the first edition of Consulting on the Inside was published in 2000, I have done business with many staff professionals working as internal consultants. The book was originally written for organization development professionals, trainers, career-development specialists, and human performance improvement consultants. However, I found myself working often with staff professionals from other disciplines such as finance, strategy, information technology (IT), internal audit, and marketing, as well as human resources (HR) and change management. Although resources are available for external consultants in any discipline, few are available for internal consultants.
When ASTD proposed updating the book for a second edition, I wanted to better serve those internal consultants who represent a broad range of disciplines, as well as middle managers and senior executives with functional responsibilities who use consulting skills to address issues and problems in areas where they have no direct control or formal authority. Success in any internal consulting role is based on the ability to combine one’s professional expertise with well-honed interpersonal influence skills, deep organizational knowledge, and self-awareness.
This edition includes the advice and wisdom of experienced internal consultants from multiple disciplines. I have added to the 50 interviews conducted for the first book close to another 50 interviews of current and former internal consultants from change management, HR, IT, marketing, strategy, human factors, knowledge management, and Six Sigma professionals. To allow these internal consultants to speak freely about their experiences, we have not identified their stories and quotes by name. We do offer their positions and their industries to give you a sense of the breadth of experience that is reflected here.
These internal consultants enrich the book with their perspectives and advice. They discuss how they partner with business and organizational clients to address issues, improve business results, and lead organizational change. The stories and quotes offer insight into the challenges and opportunities of living inside the organization as a consultant. Some of them generously offered models, techniques, methodologies, and tools that they use in their work (many of these are available as web appendixes at www .astd.org/consulting on the inside). They serve as examples of the talent and accomplishments of internal consultants.
This edition is co-authored with my dear friend and colleague Kim Barnes. Kim has an established and well-deserved reputation as a business owner and external consultant as well as a former internal consultant. She is known for her creative design and stellar delivery of interpersonal skill development programs in areas such as influence, negotiation, innovation, change, and team effectiveness. We have brought her in-depth knowledge of interpersonal skills into the book in section III on interpersonal skills for the internal consultant. This new section provides a valuable addition to the book.
The book is divided into four sections. Section I, "The Life of the Internal Consultant," focuses on what is unique about living and working as an internal consultant employed by your client organization, creating your role and building your practice, and describes some of the challen