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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, OracleA 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 beAvailable 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 timeIf 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.
Contents
Introduction 1Part 1: The Art of Consulting 5Chapter 1 Consulting Explained 7Chapter 2 Consulting Essence 11Chapter 3 Are You One of Us? 15Chapter 4 Going Up: The Elevator Pitch 31Chapter 5 Take Two: Consulting as a Second (or First) Career 37Chapter 6 Being Effective on Day 1 and Day 10,000 45Chapter 7 Beware of or Embrace Independent Consultants? 51Chapter 8 See the World, or at Least the Inside of Hundreds of Office Buildings 57Part 2: Expect the Unexpected 63Chapter 9 Predict the Unexpected 65Chapter 10 Challenges, Opportunities, and Solutions 79Chapter 11 Professionalism and Integrity: Leave a Lasting Impression 87Chapter 12 Leverage Pseudo-Authority 115Chapter 13 Tick Tock: Planning and Time Management 133Chapter 14 Three-Year-Olds Make the Best Negotiators 143Chapter 15 Client Politics: The Political Side of Consulting 153Chapter 16 Meeting Mania 161Chapter 17 Managing Challenging Behaviors 175Chapter 18 Write Right 193Chapter 19 Effective Writing 201Chapter 20 The Importance of Language 211Chapter 21 Shhhh! Listen, Please 215Chapter 22 Good Question 221Chapter 23 Present Your Skills 225Part 3: Set Yourself Up for Success 237Chapter 24 Success 239Chapter 25 Prepare to Be Questioned 245Chapter 26 You Were Selected for the Job:Now What? 263Part 4: It's Showtime 271Chapter 27 Cue the Spotlight 273Chapter 28 Before and After the Internet 277Chapter 29 Acquired Companies: From Competitor to Collaborator 281 Chapter 30 Follow the Money: Cascade BusinessGoals from the Top Down 289Chapter 31 Consulting's Secret: Implementation Methodologies 293Chapter 32 Variety and Diversity: Cross-Functional Teams 297Part 5 Your Career: It's All Up to You 307Chapter 33 The Proactive Career 309Chapter 34 Managing Your Manager 319Chapter 35 Loving Your Job 323Index 327NER(01): WOW
