Publisher: Amacom, 2000, 285 pages
Businesses spend more than 80 billion dollars a year on consultants. Are clients receiving sufficient value for all that money? Too often, the answer they give is "no" — which means many client companies are angry… and consultants are right to be nervous!
The Value-Creating Consultant is a unique book based on five years of in-depth research on the specific characteristics that make a consultant a true "value creator." First, authors and consultants Rob Carucci and Toby Tetenbaum reveal the unprofessional practices that have given consultants a bad name. Then they show you how those poor practices can be changed to practices that will create value for clients — and compel them to both hire and recommend you again and again.
Surprisingly. through their research he authors found that the reason consultants fail is seldom related to their business expertise. In fact, it's more likely to be negative character traits — such as egotism, greed, fear, and selfishness — that cause failure. Carucci and Tetenbaum found that poorly rated consultants tend to fall into certain patterns of behavior — playing one of three destructive "roles":
A book about how to behave as a consultant, but written for adults.
You could probably learn more from this one than from a lot of so-called "dummies" books.