Includes bibliographical references (p. 181-184) and index.

Introduction Part One: An Expanded Toolkit Working As a Partner Getting to Know Your Clients Providing Value Beyond Knowledge Part Two: The Art of Managing Client Interactions Preparing the Canvas Finding the Subject Painting What You See Part Three: Journey to Success: The Consultative Process Staying on Course Where the Rubber Meets the Road The Roadmap to Optimum Results Part Four: The Partnering Strategy Action Plan Making Partnering Your Way of Working Resources and References Glossary

As a professional, you can't just apply your expertise. You need to present solutions in a way that best suits your clients. You have to work with a wide variety of people: team members, subject matter experts, top executives, and others. Working effectively with associates-while keeping an eye on budgets, schedules, and results-requires a collaborative outlook.Successful professionals today need more than technical skills- they need to know how to foster and nourish relationships with clients. Consultative skills are essential in this process. The tools outlined in The Consultative Approach have proved to make a difference for our professionals in dealing with their clients. -Jon Olson, partner, Arthur AndersonThis book is rich, not only with specific suggestions and step-by-step instructions, but also with commentary and illustrations from [the authors'] own client organizations. It is a useful book about a very important subject. -William Bridges, president, William Bridges & Associates Working consultatively enables you to: * Know how to work effectively with all types of people* Use a strategic and collaborative communcation process* Apply your expertise in ways that show your value ...and more! The Consultative Approach is a how-to handbook that will enable you to reap the benefits of partnering. You'll find informative case studies, easy-to-use assessment tools, enlightening exercises, and practical worksheets. Plus, you'll get flow chart planning guides and a partnering strategy action plan that will enable you to chart your communication growth. The Consultative Approach has it all! Plot your path to consultative success with this comprehensive guidebook.