Publisher: McGraw-Hill, 2000, 401 pages
Measure the business impact — and return on investment — of any consulting project!
Consulting clients want to know that the large fees they pay will bring measurable results to their organization — and successful consultants work hard to communicate the value of their work to clients. The problem is, both consultants and clients have been frustrated by the lack of rigorous methods for measuring the impact of the consultant's work. The Consultant's Scorecard offers solutions to this "accountability crisis" in the consulting profession by explaining how consultants can prove the value of their work to clients. Just as important, the book explains how clients can — and should — hold their consultants accountable for delivering measurable results.
Written for both consultants and clients, The Consultant's Scorecard offers simple data collection techniques to help consultants in any industry measure the value of their work for clients in six key areas:
I wish some of the most well-known consultant companies read the book and used it, so that I better could be sure that I got a good result out of them.
The "scorecard" in the title is only loosely connected to Kaplan & Norton's Balanced Scorecard, but it is useful anyway as a starting point on how to show or demand value form a consulting effort.
Recommended reading for practitioners (both consultants and buyers).