Consultant's Scorecard
How can consultants prove the
value of their work to clients? How can the actual impact of a consulting project and,
more importantly, the return on investment be assessed and verified for consultants and
clients alike?
The Consultant's Scorecard
helps strengthen the relationship between client and consultant by suggesting how
consultants can partner with managers of a client firm to focus a project on measurable
outcomes. Evaluation and measurement expert Jack Phillips explains clearly and in detail
how consultants can assess ongoing results throughout the consulting process, track ROI
from both the client's and the consultant's perspectives, and even forecast ROI before the
project begins. Since consultant fees are increasingly being linked to the demonstrable
effects of a consulting intervention, Phillips explains how to convert project results
into monetary values in order to calculate the client's actual return on investment.
The Consultant's Scorecard
breaks ground in the consulting field by showing how the organizational impact of each
consulting project can be isolated and measured. Using checklists, tables and charts, The
Consultant's Scorecard helps the reader gather six types of data essential for accurately
evaluating a consulting intervention. The reader will leam how to create a complete and
persuasive profile of a project's success, thus meeting the new challenges of
results-based consulting. In addition, forms that can be reproduced for use in evaluation
planning and analysis are included.
Drawing upon case studies and
examples from leading companies like Compaq, Singapore Airlines, Nortel, First Union
National Bank, and Bristol Myers-Squibb, The Consultant's Scorecard presents both the
tools and the processes required for consultants and clients alike to measure the success
and reliably calculate the ROI of any consulting project. This is the first practical
guide to bringing accountability to all types of consulting interventions in today's
increasingly competitive consulting climate.
About the Author
Jack Phillips, Ph.D., is the
founder of Performance Resources Organization, now the world's leading consulting firm
specializing in accountability issues. The author or editor of more than 20 books and 100
articles, including The Handbook of Training Evaluation and Measurement, he has served as
a bank president, Fortune 500 training and development manager, and professor of
management at a major state university. His clients in 20 countries include such
internationally respected companies as AT&T, Federal Express, Lockheed Martin,
Motorola, and Xerox.
400 pages