having a clear professional group strategy are immense. When professionals complain about
the inadequacies of their clients and organization, they often don’t realize that they have not
looked at themselves with the same critical eye. Professional strategies and internal marketing
are covered in other tools. [☛3.5 Strategic Resourcing, 3.9 Marketing Services]
After clarifying a business strategy for their specialty, professionals need a professional ser-
vices delivery model.Modify the five-step process shown below to tailor a professional services
delivery modelto the unique needs of your individual consulting practice or of your professional
service group.
WEB WORKSHEET
Copyright McGraw-Hill 2000. Original purchasers of this book are permitted to photocopy or customize this worksheet by downloading it from
http://www.books.mcgraw-hill.com/training/download.The document can then be opened, edited, and printed using Microsoft Word or other word processing
software.
RELATED LEADERSHIP TOOLS
1.7 Results-Based Leaders 3.9 Marketing Services 7.1 Problem Framing
3.5 Strategic Resourcing 4.9 Professional Expertise 13.10 Careers
FOR FURTHER ASSISTANCE
Bellman, Geoff. The Consultant’s Calling: Bring Who You Are to What You Do.Jossey-Bass, 1990.
Bellman, Geoff. Getting Things Done When You Are Not in Charge.Simon & Schuster, 1992.
Block, Peter. Flawless Consulting: A Guide to Getting Your Expertise Used.University Associates, 1978.
Hiebert, Murray. Powerful Professionals: Getting Your Expertise Used Inside Organizations.Recursion Press, 1999.
426 SECTION 13 TOOLS FORLEADINGPERFORMANCE
Clarify the client’s underlying
needs before proceeding.Ensure that all parties are clear
on results and processes before
action is launched.Gather further information on
the defined problem.Recommend what and how
clients should change.Effectively wrap up the project
or planning improvements.[☛7.1 Problem Framing][☛2.7 Goal Statements][☛7.2 Problem Solving,
7.5 Decision Making,
7.7 Quality Tools][☛5.1 Change Equation,
9.7 Selling Wheel][☛10.12 RASCI Planning]- Exploring the
Need - Clarifying
Commitments - Gathering
Information - Recommending
Change - Taking Stock or
Closing
Expertise Your customized Key activities and
delivery stage Purpose delivery model results for this stage