Table of Contents
Preface
Acknowledgments
Introduction
How Palmer, Inc. Helped Golden University Out of its Turmoil
How Whittier Helped Sammartino Retain its Premier Ranking
How Blackwell Helped Seneca Restructure for Efficiency
Background
The Research Study
Summary of Organization and Contents
Chapter 1: Making the Cut: What Clients Expect of a Consultant
Why Hire a Consultant?
What Do Clients Look For?
Types of Skills Required
Chapter 2: Understanding and Managing the Client: The Consultant’s Perspective
Client Anxiety
Client Decision-Making Processes
Chapter 3: Communication: The Key to Partnership
Importance of Communication
Methods of Communication
Partnerships
Chapter 4: A Summary of Lessons Learned
Client Concerns
Consultant Concerns
Client and Consultant Concerns
Appendix A: Interview Guide for Managers
Appendix B: Interview Guide for Consultants
Appendix C: The Subjects
References
