Proven Methods for Consultants Seeking to Up Their Game--Based on the Consultant-Training Program Created and Used by Oracle, One of the World's Most Respected Technology Firms
"In the end all a consultants wants is a very happy customer. Kim's insights and observations are just the practical knowledge a consultant needs to keep customers satisfied"
-- Joel Borellis, Group Vice President, Partner Enablement, Oracle
"It's critical that implementation consultants communicate clearly and provide the knowledge that the customer needs. Kim offers keen perspective and best practices on key consulting skill techniques needed to become a world-class consultant."
-- Steve Hoodmaker, Senior Director, Applications Partner Enablement, Oracle
A world-wide leader in technical support, consulting, and training, the Oracle Corporation has produced many of the most successful consultants in the world today. Now, you can receive the same training--and master the same techniques--that have jump-started the careers of high-level consultants all across the globe. Learn how to:
* Gain--and retain--the trust of your clients
* Use your personal skills to generate steady revenue
* Communicate better, smarter, and faster
* Become the best consultant you can be
Available in book form for the first time--Oracle's renowned training program for the professional consultant...
Oracle's world-famous consultants are leaders in delivering best-in-class services, solutions, and client satisfaction. Now for the first time, this practical insider's guide reveals the secrets behind Oracle's astonishing success--a virtual crash course in the best practices and proven methods that can take your career to the next level.
Learn how to:
* Cultivate your consulting skills--and adapt to new situations
* Focus on customer success--and keep your clients happy
* Set realistic expectations--and deliver real results
* Manage difficult clients, office politics, and corporate road blocks
* Improve organization and increase productivity
* Perform at your very best--and provide maximum value every time
If you want to up your game--and join the ranks of world-class consultants--this user-friendly guide will help you hone your communication skills, leverage your talents, and create a sustainable revenue flow for you and your company.
You'll learn how to deliver value, add services, and build trust with your customers through example--helping them become more self-sufficient. You'll find surprising new insights from the best consultants in the business--and case-by-case scenarios you can apply to your own situation. You'll discover the most persuasive ways to impart your knowledge and leverage authority, the most engaging ways to manage and lead, and the most effective ways to build long-lasting relationships.
This is The Oracle Way to Consulting--your personal guide to consulting your way to a long and successful career.
Kim Miller is Director, Applications Partner Enablement at Oracle, where she is a member of the team responsible for innovating ways to increase Oracle channel sales by providing programs, events and content to ensure partners can successfully sell and implement Oracle solutions.
Part 1: The Art of Consulting 5
Chapter 1 Consulting Explained 7
Chapter 2 Consulting Essence 11
Chapter 3 Are You One of Us? 15
Chapter 4 Going Up: The Elevator Pitch 31
Chapter 5 Take Two: Consulting as a Second (or First) Career 37
Chapter 6 Being Effective on Day 1 and Day 10,000 45
Chapter 7 Beware of or Embrace Independent Consultants? 51
Chapter 8 See the World, or at Least the Inside of Hundreds of Office Buildings 57
Part 2: Expect the Unexpected 63
Chapter 9 Predict the Unexpected 65
Chapter 10 Challenges, Opportunities, and Solutions 79
Chapter 11 Professionalism and Integrity: Leave a Lasting Impression 87
Chapter 12 Leverage Pseudo-Authority 115
Chapter 13 Tick Tock: Planning and Time Management 133
Chapter 14 Three-Year-Olds Make the Best Negotiators 143
Chapter 15 Client Politics: The Political Side of Consulting 153
Chapter 16 Meeting Mania 161
Chapter 17 Managing Challenging Behaviors 175
Chapter 18 Write Right 193
Chapter 19 Effective Writing 201
Chapter 20 The Importance of Language 211
Chapter 21 Shhhh! Listen, Please 215
Chapter 22 Good Question 221
Chapter 23 Present Your Skills 225
Part 3: Set Yourself Up for Success 237
Chapter 24 Success 239
Chapter 25 Prepare to Be Questioned 245
Chapter 26 You Were Selected for the Job:Now What? 263
Part 4: It's Showtime 271
Chapter 27 Cue the Spotlight 273
Chapter 28 Before and After the Internet 277
Chapter 29 Acquired Companies: From Competitor to Collaborator 281
Chapter 30 Follow the Money: Cascade Business
Goals from the Top Down 289
Chapter 31 Consulting's Secret: Implementation Methodologies 293
Chapter 32 Variety and Diversity: Cross-Functional Teams 297
Part 5 Your Career: It's All Up to You 307
Chapter 33 The Proactive Career 309
Chapter 34 Managing Your Manager 319
Chapter 35 Loving Your Job 323